Growth Account Executive, Agent Software and Advertising

Overview

Full life cycle SMB Growth Account Executive on Zillow's ASA SMB Account Executive team, selling Zillow's media and software products to real estate agents and small teams, with end-to-end ownership of a book of about 2,000 accounts.

What you'll do

• Work a book of roughly 1,600 prospects and existing subscribers through outbound calls, emails and inbound lead follow-up to generate new Premier Agent software subscriptions.
• Prioritize inbound marketing leads daily to maximize speed-to-lead conversion within SLA timelines.
• Run a land-and-expand motion, growing ARR through multi-product upsell and cross-sell over the life of the account.
• Serve as single named owner for about 400 current Premier Agent partners, understanding their business goals, monitoring software adoption and proactively identifying renewal risks.
• Conduct Strategic Business Reviews with key accounts, using product utilization data and performance reporting to demonstrate ROI and drive renewal and expansion.
• Monitor account health signals, flag churn risks early and execute save and rescue plays in partnership with the CSM.
• Partner with CSMs to ensure new subscribers activate and adopt the software, and complete thorough, timely handoff documentation.
• Sell on business outcomes, educate customers on best practices across the product suite, and identify accounts ready to expand.
• Build and maintain a healthy pipeline across new business and expansion, and accurately forecast monthly and quarterly quota attainment in Salesforce.
• Apply structured discovery frameworks (HOME, BANT), identify decision makers, handle objections and bring Zillow performance and market data into customer conversations.
• Maintain accurate Salesforce records, manage outreach cadences in Gong Engage, and analyze performance with Gong, Tableau and Sonar.
• Consistently achieve 90%+ of weekly KPIs and keep expansion and renewal opportunities staged and forecasted.
• Develop deep knowledge of Zillow's software product suite and real estate technology trends and competitive landscape.
• Listen to Gong recordings weekly, your own and top performers', and apply coaching feedback.

What you'll need

• Minimum of 2 years of experience in a full cycle, B2B SaaS sales role selling software subscriptions, with responsibility for new business, adoption and/or retention.
• Demonstrated experience managing both new business development and an existing book of subscribers.
• Track record of achieving monthly or quarterly quota through new subscription sales and account expansion or renewal.
• Experience selling multiple products within a single sales motion or book of business, including sequencing product recommendations and running multi-product conversations.
• Ability to manage a high-volume book of 200+ accounts across multiple product lines and track customers at different stages of adoption.
• Proficiency in CRM and sales engagement tools (Salesforce, Salesloft, or equivalent) and in using data and utilization reporting to manage pipeline and forecast recurring revenue.
• Strong written and verbal communication skills; able to identify decision makers, articulate software ROI and handle objections confidently.
• Familiarity with SaaS concepts such as ARR/MRR, net revenue retention, churn risk and product adoption.

Nice to have

• Experience selling software to small business owners, independent professionals or similar SMB segments.
• Background in real estate technology, proptech, marketing software or adjacent SaaS categories.
• Familiarity with customer health scoring, utilization analytics or CSM collaboration models.
• Experience conducting Strategic Business Reviews or outcome-focused customer check-ins.
• Proficiency with Gong, Tableau or similar analytics and conversation intelligence tools.

Details

• Remote position; U.S. employees may live in any of the 50 United States, with limited exceptions.
• Works with a pod-based team structure in close partnership with CSMs, peers and cross-functional partners.
• Base pay range of $24.80 - $39.60 hourly in California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state and Washington DC; $23.60 - $37.60 hourly in Colorado, Hawaii, Illinois, Maine, Minnesota, Nevada, Ohio, Rhode Island, Vermont and Virginia; eligible for incentive compensation and equity.