This role is for senior sales professionals who have proven their ability to become experts in an industry and are able to confidently present as a trusted advisor during the sales cycle. They specialize in managing a focused portfolio of high-value accounts, achieving quotas by building deeper relationships and understanding each account's unique business needs. This allows them to uncover multiple opportunities to address their most pressing challenges. These professionals will develop and implement a highly customized sales strategy for managing complex sales cycles involving multiple stakeholders and product areas.
You Will Get To:
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. While initial relationships may evolve through land-and-expand motions, account handoffs to Growth & Retention (G&R) teams will occur post-acquisition.
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.
Operate with high integrity, curiosity, and empathy, continuously learning about the real estate industry.
Strategic innovator with a forward-thinking approach, adept at identifying and maximizing new opportunities to drive client success and business growth.
Solution-oriented leader, offering creative and actionable solutions to complex challenges, demonstrating a deep understanding of the industry and client needs.
Quota achiever with a track record of consistently meeting and exceeding quotas, applying expertise to manage a focused portfolio of high-value accounts.
Data-driven storyteller with ability to craft compelling narratives and aligning solutions with their immediate and long-term needs.
Relationship builder with ability to create strong, meaningful relationships with clients and internal teams, ensuring seamless collaboration and handoffs.
Curious, coachable, and eager to learn and grow in a dynamic environment, continuously seeking knowledge about the industry and emerging trends.
Tenacious and motivated, combining determination with a cooperative team approach to achieve outstanding outcomes.
Trusted advisor, confidently demonstrating industry expertise to guide clients through complex sales processes and business transformations.
Qualifications
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 to drive deal momentum and influence outcomes.
Demonstrate a proactive, hunter-oriented sales approach, driving outbound prospecting to create and develop new opportunities and pipeline. This full-cycle sales role requires 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 from 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
Ability to travel 25-40% of the time (New England or Central Region)***
Experience carrying a $1M+ annual quota through selling multiple products
Preferred Qualifications:
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 is a plus
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
At Zillow, we’re reimagining how people move—through the real estate market and through their careers. As the most-visited real estate platform in the U.S., we help customers navigate buying, selling, financing and renting with greater ease and confidence. Whether you're working in tech, sales, operations, or design, you’ll be part of a company that's reshaping an industry and helping more people make home a reality.
Zillow is honored to be recognized among the best workplaces in the country. Zillow was named one of FORTUNE 100 Best Companies to Work For® in 2025, and included on the PEOPLE Companies That Care® 2025 list, reflecting our commitment to creating an innovative, inclusive, and engaging culture where employees are empowered to grow.
No matter where you sit in the organization, your work will help drive innovation, support our customers, and move the industry—and your career—forward, together.
Zillow Group is an equal opportunity employer committed to fostering an inclusive, innovative environment with the best employees. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please contact your recruiter directly.
Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable state and local law.
Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.