About the team
The Zillow ASA Sales team partners with the best real estate professionals in the country, enabling them to deliver best in class experiences for home shoppers. The ASA sales org is a diverse team that works toward the common objective of helping our customers surpass their goals and build their businesses. Our team embodies Zillow's Core Values and exemplifies them through all of the work we do. We challenge assumptions and bring ideas to the table that will push our business forward. We are a highly collaborative team seeking an exceptional sales professional to accelerate our growth across our Strategic Customer Segment.
About the role
An Advisor on Zillow's Agent Software and Advertising team is responsible for the revenue growth and retention of a dedicated book of business with our SMB customer segment. They will build and maintain strong customer relationships by prioritizing deep discovery, demonstrating industry and product expertise and leveraging data and analytics to provide consultative solutions tailored to their customers' business goals. They diligently prepare for each customer conversation to enter it with a tactical plan to help guide their discussion and drive strategic outcomes of their segment. They consistently use BANT or similar discovery framework to qualify deals and identify potential churn risks in their book of business. They are seen as trusted advisors by their customers and maintain a consistent meeting cadence with them. Success in this role requires strong consultative sales and analytical skills, a focus on customer success, and the ability to thrive in a dynamic and team-focused environment.
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You Will Get To:
- Identify and engage decision makers, build customer relationships and drive revenue growth in your dedicated BoB.
- Prioritize Strategic Business Reviews and plan ahead of calls, understand customer goals and challenges to address them proactively. .
- Build quarterly book and territory based account plans to identify risks and growth opportunities across your BoB and build tactical plans to achieve them. You will understand how to map the whitespace in each account, and drive the sale of additional products while preserving existing revenue from current product usage when applicable
- Leverage and source detailed customer success reporting and present analysis and recommendations, customized to the customers' specific real estate business needs.
- Consistently maintain up-to-date sales tools, including CRM and APs, with accurate activity information to optimally run your book and identify areas leadership can help.
- Communicate solutions and compelling value propositions of Zillow's products/services to grow and strengthen your book of business
- Understand our competitive landscape and market influences that can impact business decisions and can have trusted advisor level discussions with Customers.
This role has been categorized as a Remote position. "Remote" employees do not have a permanent corporate office workplace and, instead, work from a physical location of their choice, which must be identified to the Company. U.S. employees may live in any of the 50 United States, with limited exceptions.
In California, Colorado, Connecticut, Hawaii, Maryland, Massachusetts, Nevada, New Jersey, New York, Vermont, Washington state, and Washington DC the standard base pay range for this role is $28.90 - $46.10 Hourly. This base pay range is specific to California, Colorado, Connecticut, Hawaii, Maryland, Massachusetts, Nevada, New Jersey, New York, Vermont, Washington state, and Washington DC and may not be applicable to other locations.
In addition to a competitive base pay, employees in this role are eligible for incentive compensation and equity awards. Actual amounts will vary depending on experience, performance and location.
Who you are
- Have experience successfully managing a large book of business (150+ accounts) to achieve monthly or quarterly quota
- Self-sufficient, organized and resourceful to maintain strong handle and consistent outreach on larger book of business
- Solution-oriented, offering creative and actionable solutions to challenges.
- Coachable, curious, and eager to learn and grow in a dynamic environment.
- Persistent and driven, balancing grit with a collaborative team spirit.
- Customer-focused and empathetic, building strong, meaningful relationships.
Qualifications:
- Minimum of two years of experience in a revenue ownership role (account management or customer success), B2B sales role preferably selling a complex product
- Proven track record of strategically managing a book of business of 150+ accounts to achieve a monthly or quarterly quota.
- Experience successfully achieving a higher quota from shorter, more transactional sales cycle but also able to manage sales that require longer ones
- Proficient in leveraging CRM and engagement tools to optimize workflows
- Experience selling in-person and managing a presentation with stakeholder(s) is preferred
Get to know us
Zillow is reimagining real estate to make home a reality for more and more people.
As the most-visited real estate website in the United States, Zillow® and its affiliates help movers find and win their home through digital solutions, first class partners, and easier buying, selling, financing and renting experiences. Millions of people visit Zillow Group sites every month to start their home search, and now they can rely on Zillow to help make it easier to move. The work we do helps people get home and no matter what job you're in, you will play a critical role in making home a reality for more and more people.
Our efforts to streamline the real estate transaction are supported by a deep-rooted culture of innovation, our passion to redefine the employee experience, a fundamental commitment to Equity and Belonging, and world-class benefits. These benefits include comprehensive medical, dental, vision, life, and disability coverages as well as parental leave, family benefits, retirement contributions, and paid time off. We're also setting the standard for work experiences of the future, where our employees are supported in doing their best work and living a flexible, well-balanced life. But don't just take our word for it. Read recent reviews on Glassdoor and recent recognition from multiple organizations, including: the 100 Best Companies to Work For, Glassdoor Employees' Choice Award, Bloomberg Gender-Equality Index, Human Rights Campaign (HRC) Corporate Equity Index, and TIME 100 Most Influential Companies list.
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.
Applicants who receive job offers from Zillow Group will be asked to sign a Proprietary Rights Agreement which includes confidentiality, intellectual property assignment, customer and employee non-solicitation, and non-competition provisions. If you are contacted for a role at Zillow Group and wish to review a copy of the Proprietary Rights Agreement prior to receiving an offer, you may request a copy from your Recruiter.