Growth Account Executive, Agent Software and Advertising

Zillow

6d•$24 - $40•Remote

About The Position

Zillow is hiring a full-lifecycle SMB Growth Account Executive for its Agent Software and Advertising (ASA) team. The role combines new business development and account management, with ownership of approximately 2,000 territory accounts: about 400 current Premier Agent partners and 1,600 prospects. The account executive manages the customer relationship from initial sale through onboarding, adoption, retention, renewal, and expansion, working closely with Customer Success Managers (CSMs) to support adoption and listing activation. The position focuses on consultative SaaS sales across a multi-product portfolio. The account executive generates new subscriptions through inbound lead follow-up and outbound prospecting, grows recurring revenue through cross-sell and upsell, demonstrates customer ROI, monitors account health, and identifies risks and opportunities. The role also requires accurate pipeline management and forecasting, disciplined sales hygiene, and ongoing development of Zillow product and real estate technology expertise. This role is categorized as Remote. Remote employees do not have a permanent corporate office and work from a physical location of their choice, which must be identified to Zillow. U.S. employees may live in any of the 50 states, with limited exceptions. Base pay is listed hourly by location: $24.80–$39.60 in California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC; and $23.60–$37.60 in Colorado, Hawaii, Illinois, Maine, Minnesota, Nevada, Ohio, Rhode Island, Vermont, and Virginia. Employees are also eligible for incentive compensation and equity awards; actual amounts vary by experience, performance, and location.

Requirements

At least 2 years of experience in a full-cycle B2B SaaS sales role selling software subscriptions, with responsibility for new business, adoption, and/or retention.
Demonstrated experience managing both new business development and an existing subscriber book.
A track record of achieving monthly or quarterly quota through new subscription sales and account expansion or renewal.
Experience selling multiple products within a sales motion or book of business and sequencing recommendations based on customer needs.
Ability to manage a high-volume book of 200 or more accounts across multiple product lines and stages of adoption.
Proficiency with CRM and sales engagement tools such as Salesforce, Salesloft, or equivalent.
Comfort using data and utilization reporting to manage pipeline and forecast recurring revenue.
Strong written and verbal communication skills, including identifying decision makers, explaining software ROI, and handling objections.
Familiarity with SaaS sales concepts such as ARR/MRR, net revenue retention, churn risk, and product adoption.

Nice To Haves

Experience selling software to small business owners, independent professionals, or similar SMB customer segments.
Experience in real estate technology, proptech, marketing software, or adjacent SaaS categories.
Familiarity with customer health scoring, utilization analytics, or CSM collaboration models.
Experience conducting Strategic Business Reviews or outcome-focused customer check-ins.
Proficiency with Gong, Tableau, or similar analytics and conversation intelligence tools.

Responsibilities

Prospect within an assigned territory using outbound calls, emails, and inbound lead follow-up to generate Premier Agent software subscriptions.
Prioritize inbound marketing leads and meet speed-to-lead service-level timelines.
Secure initial subscriptions and grow annual recurring revenue through multi-product upselling and cross-selling.
Assess customer needs and sequence software recommendations, including making multi-product pitches when appropriate.
Own relationships with existing Premier Agent subscribers, understand their business goals, monitor adoption, and proactively identify renewal risks.
Conduct Strategic Business Reviews with key accounts using utilization data and performance reporting to demonstrate ROI and support renewal and expansion discussions.
Monitor account health signals, flag churn risks, and execute save and rescue efforts in partnership with CSMs.
Track customers’ product adoption journeys and prioritize accounts for additional product conversations.
Help customers understand how Zillow software can improve listing performance, agent productivity, and marketing strategy.
Partner with CSMs to support new-subscriber activation, successful adoption, and progress toward milestones.
Educate customers on product best practices and help them realize ROI from their software investment.
Identify customers ready to expand their Zillow investment and support progression to strategic channels and product tiers.
Build and maintain a pipeline of new business and expansion opportunities, prioritizing high-value accounts.
Forecast monthly and quarterly quota attainment and keep Salesforce stages, close dates, and ARR projections current.
Balance prospecting and existing-account engagement based on account health, pipeline needs, and quota pacing.
Use structured discovery frameworks such as HOME and BANT to uncover customer goals, pain points, and decision criteria.
Identify decision makers and deliver outcome-based product pitches tailored to customers’ real estate business needs.
Address objections using industry knowledge, utilization data, and customer case studies.
Use Zillow performance reporting, utilization insights, and market data to guide customer conversations.
Maintain accurate Salesforce records and use Gong Engage to manage outreach cadences; use Gong, Tableau, and Sonar to analyze performance and refine sales practices.
Consistently achieve 90% or more of weekly KPIs, keep expansion and renewal opportunities staged and forecasted, and flag at-risk accounts.
Complete thorough, timely handoff documentation for CSMs to support new-subscriber onboarding.
Build expertise in Zillow’s software suite, including each product’s value proposition, ideal customer profile, and ROI.
Stay current on real estate technology trends and the competitive landscape.
Listen to Gong recordings weekly, including personal calls and top performers’ calls, and apply coaching feedback.