Strategic Account Executive Job at Zillow (Remote-USA)

Job Description

The ASA (Agent Software and Advertising) organization at Zillow is a dynamic and collaborative team dedicated to empowering real estate professionals with the tools and resources they need to succeed. We focus on developing and promoting innovative marketing, sales, and productivity solutions, including our flagship Showcase and Premier Agent buyer leads products. We work closely with our clients to understand their unique needs and ensure the successful adoption and utilization of our solutions, ultimately driving the growth and profitability of their businesses.

Job Responsibility

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

Requirements

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

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 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