Mid-Market Account Executive, Agent Software and Advertising

Zillow

8d • Remote

About The Position

About the team 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. About the role We are seeking an experienced Mid-Market Account Executive who excels in managing a dynamic book of business, driving predictable revenue performance, and navigating complex customer needs. This role requires someone who combines consultative selling skills with strong territory strategy, exceptional pipeline generation discipline, and a growth mindset. You will operate as a trusted advisor to prospects and customers—leveraging discovery frameworks, market insight, customer stories, and strong deal planning to guide buyers to clear, value-aligned decisions. Your ability to own outcomes, embrace change, and model operational rigor will directly contribute to team performance and long-term customer success.

Requirements

• Minimum of three years of experience in a full cycle, B2B sales role, preferably in a complex industry with changing regulatory dynamics or selling a complex product.
• Proven experience using structured sales methodologies (e.g., Challenger, SPIN Selling) to qualify opportunities, maintain pipeline discipline, and deliver consistent, predictable results.
• Proven track record of strategically managing a book of business of 500+ accounts to achieve a monthly or quarterly quota.
• Proven track record of sales success in a frontline quota carrying role.
• Demonstrates strong expertise in cold calling and outbound prospecting, effectively engaging new prospects and converting early-stage outreach into qualified opportunities.
• Experience successfully achieving a higher quota from longer sales cycle accounts by keeping a diverse pipeline of prospects that are larger deals.
• Tech-savvy and proficient in leveraging CRM and engagement tools to optimize workflows.
• Experience selling virtually & in-person and managing a presentation with executives, including team selling with colleagues.
• Ability to travel 10 - 15% of the time.
• Experience carrying a $1M+ annual quota through selling multiple products.

Nice To Haves

• Advanced knowledge of using CRM and sales tools effectively.
• Experienced selling to Real Estate professionals including Agents, Brokers, Owners and Team Leads
• Central and Northeast regional is preferred candidate location.

Responsibilities

• Manage a book of 500+ accounts and consistently achieve monthly/quarterly quotas.
• Build and maintain strong pipeline coverage through outbound prospecting, referrals, and territory plays.
• Enter every conversation with a clear POV and use structured discovery to uncover pain, decision criteria, and business outcomes.
• Partner across the customer lifecycle to improve activation, minimize churn, and identify expansion opportunities.
• Maintain high CRM accuracy and use tools like Gong/Tableau to strengthen deal strategy.
• Deliver accurate forecasts, surface risk early, and maintain multiple paths to quota.
• Model ownership, adaptability, and a collaborative mindset—seeking feedback, embracing change, and contributing to team excellence.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 251-500 employees