Director, Enterprise Brokerage Sales

Zillow

3d•$191,000 - $321,000•Remote

About The Position

The Enterprise Brokerage Sales organization is responsible for Zillow's strategic partnerships with a defined segment of the nation's largest regional and independent residential real estate brokerages. These approximately 150 brokerage organizations collectively represent nearly one-third of the homes for sale in the United States, making this one of Zillow's most strategically important growth opportunities. The organization partners directly with brokerage CEOs and executive leadership to expand adoption of Zillow's products and services, accelerate participation in Zillow Preview, and strengthen long-term strategic relationships. Success is built through a high-touch, field-oriented engagement model centered on executive relationships, consultative solution selling, and active leadership throughout the real estate industry. As Director, Enterprise Brokerage Sales, you will help define and lead Zillow's strategy for one of the company's most strategically important customer segments. You will be accountable for the long-term success of the business, including market growth, executive customer relationships, revenue performance, organizational effectiveness, and cross-functional alignment across Zillow’s other lines of business. This role exists to establish Zillow as the strategic technology partner for these influential brokerage organizations by building trusted executive relationships, expanding adoption of Zillow's software solutions, and accelerating participation in Zillow Preview. You will lead Zillow's Enterprise Brokerage Sales organization, composed of relationship sales leaders and product specialists. Together, the team combines executive relationship management with deep solution expertise to deliver consultative, multi-product engagements that help brokerage customers grow their businesses while advancing Zillow's strategic priorities. Success in this role requires balancing long-term strategy with disciplined execution. You will establish organizational priorities, develop scalable go-to-market strategies, influence product and partnership decisions through customer insight, and build an organization capable of delivering sustained business results. Operating with broad autonomy, you will partner closely with leaders across Product, Industry Affairs, Marketing, Customer Success, Corporate Partnerships, Finance, and Zillow's executive leadership team to shape company strategy and improve customer outcomes.

Requirements

Bachelor’s degree in Business, Marketing, Economics, or a related field.
12+ years of enterprise B2B sales experience, including significant experience leading high-performing sales organizations.
Proven success developing go-to-market strategies and delivering sustained revenue growth across strategic or enterprise customer segments.
Demonstrated ability to build, lead, and develop high-performing organizations while creating scalable operating models and sales processes.
Experience selling to or partnering with residential real estate brokerages, including building trusted relationships with CEOs and executive leadership teams.
Success leading complex, consultative, multi-product enterprise sales engagements.
Demonstrated ability to influence cross-functional stakeholders and drive alignment across multiple organizations without direct authority.
Strong business acumen, operational planning, forecasting, and organizational management experience.
Excellent written and verbal communication skills with the ability to influence senior executives, customers, and internal stakeholders.
Willingness to travel extensively to support executive customer relationships and represent Zillow throughout the industry.
Or an equivalent combination of education and experience.

Nice To Haves

Experience with real estate technology is preferred.
Familiarity with Zillow Preview, Follow Up Boss, ShowingTime, dotloop, Zillow Showcase, or ZMX is a plus.

Responsibilities

Define and execute Zillow's strategy for your assigned enterprise brokerage segment, aligning corporate objectives with customer needs and market opportunities.
Own the business performance of the enterprise brokerage portfolio, driving sustainable revenue growth, market expansion, customer retention, and long-term strategic partnerships.
Lead, coach, and develop Zillow's Enterprise Brokerage Sales organization while building a high-performing team of relationship sales leaders and product specialists.
Build organizational capability by recruiting exceptional talent, developing future leaders, and fostering a culture of accountability, collaboration, and continuous improvement.
Develop and execute strategies that expand Zillow's strategic partnerships while increasing adoption across Zillow's software portfolio and strategic initiatives.
Champion participation in Zillow Preview while expanding direct listing data partnerships that strengthen Zillow's marketplace.
Grow adoption of Zillow's brokerage solutions, including Follow Up Boss, ShowingTime, dotloop, Zillow Showcase, and ZMX.
Build trusted executive relationships with brokerage CEOs, owners, and senior leadership teams, serving as Zillow's executive sponsor for many of the industry's most influential brokerage organizations.
Influence cross-functional leaders across Zillow to align product strategy, customer experience, and commercial priorities around the evolving needs of enterprise brokerages.
Represent the voice of brokerage customers in executive planning, product strategy, and corporate decision-making.
Establish organizational operating rhythms, forecasting discipline, performance metrics, and business reviews that drive accountability and execution.
Lead organizational planning, resource allocation, forecasting, and budget management to ensure the business delivers against strategic and financial objectives.
Represent Zillow at brokerage meetings, executive forums, and industry conferences, strengthening the company's leadership position across the residential real estate industry.