Strategic Account Executive, Agent Software and Advertising

Overview

Senior sales professional managing a focused portfolio of high-value accounts for Zillow's Agent Software and Advertising organization, selling Showcase and Premier Agent buyer leads products to real estate agents.

What you'll do

• Manage a large book of accounts and achieve quota by engaging with multiple stakeholders.
• Drive new enterprise business growth through a proactive hunter mentality, identifying and securing new client opportunities.
• Provide strong handoff experiences and collaborate with internal teams such as Product and Support.
• Handle complex escalations and custom business or product requirements.
• Articulate products and services and determine qualified prospects with a high activation and implementation rate.
• Communicate the value of Zillow's products and services to real estate agent customers.
• Develop and implement a highly customized sales strategy for complex sales cycles involving multiple stakeholders and product areas.

What you'll need

• Minimum of four years experience in a full cycle, B2B sales role, preferably in a complex industry with changing regulatory dynamics or selling a complex product.
• Leverage Challenger and SPIN sales methodologies to uncover buyer needs, educate clients, and build differentiated value.
• Skilled in executing both top-down and bottom-up selling motions, effectively identifying and engaging champions and economic buyers.
• Proactive, hunter-oriented sales approach, driving outbound prospecting to create and develop new opportunities and pipeline.
• Strong self-sourcing skills and a proven ability to succeed with minimal inbound lead flow.
• Proven track record of strategically managing a large book of accounts to achieve a monthly or quarterly quota.
• Experience achieving higher quotas by understanding larger business needs and selling business transformations.
• Consistently achieve quota and accurately forecast monthly/quarterly quota attainment.
• Proficiency in using data and analytics to advise decision-making and demonstrate value to clients.
• Ability to track and forecast account performance effectively.
• Experience selling in-person and managing a presentation with executives, including team selling with colleagues.
• Experience carrying a $1M+ annual quota through selling multiple products.

Nice to have

• Experience in selling complex products and/or a multi-product platform at a technology company to mid size businesses with multi-stakeholders involved in the sales process.
• Experience and knowledge of the real estate industry.
• Advanced knowledge of using CRM and sales tools effectively.
• Experience creating Territory Plans, Account Plans, and Opportunity Plans to prioritize focus and engage with prospects effectively.

Details

• Remote position; candidate works from a physical location of their choice, which must be identified to the Company.
• Accepting applications from candidates based in the Southeast and West region only.
• Ability to travel 25-40% of the time (Southeast and West Region only).
• Base pay range of $40.20 - $64.20 hourly in California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC; $38.20 - $61.00 hourly in Colorado, Hawaii, Illinois, Maine, Minnesota, Nevada, Ohio, Rhode Island, Vermont, and Virginia.
• Eligible for incentive compensation and equity awards.