Job Description

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 complementary 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

A Strategic 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 top customer segment. They will focus on detailed exploration, industry knowledge, and data analytics to develop and maintain customer relationships. They will provide customized consultative solutions that align with customers' business goals. Strategic Advisors take a comprehensive approach to each customer interaction. They build detailed account plans and use sophisticated sales methodologies (MEDDPICC / BANT) to drive revenue and customer happiness. They offer a range of products. They have experience leading large, sophisticated accounts with multiple stakeholders across various product lines. 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.

You Will Get To:

 Identify and engage decision makers, build strategic customer relationships and drive multi-product revenue growth in your dedicated BoB.

Through recurring Strategic Business Revenues and pre-call planning, understand your customer’s difficulties and get ahead of it prior to it becoming a risk to the business.

Build detailed Account Plans analyzing all parts of a customers’ business to lay out a monthly, quarterly and annual growth and revenue plan for each account. Understand how to map the whitespace in each account, and drive the sale of additional products while preserving existing revenue from current product usage.

 Understand how to leverage and source detailed customer success reporting and present sophisticated 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 their book and identify areas leadership can help.

 Clearly communicate sophisticated ideas to diverse audiences and articulate internal requests optimally.

Being an industry authority with a deep understanding of our products/services to effectively communicate complex solutions and compelling value propositions to benefit our customers.

Proficient in 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, Illinois, Maryland, Minnesota, Nevada, New York, Washington state, and Washington DC the standard base pay range for this role is $97,400.00 - $155,600.00 Annually. This base pay range is specific to California, Colorado, Connecticut, Hawaii, Illinois, Maryland, Minnesota, Nevada, New York, Washington state, and Washington DC and may not be applicable to other locations.In addition to a competitive base salary this position is also eligible for equity awards based on factors such as experience, performance and location. Actual amounts will vary depending on experience, performance and location.

Who you are

Have experience successfully achieving a higher quota from fewer accounts, understanding each account’s larger business needs, challenges, and opportunities

Experience working with multiple stakeholders on complex sales across multiple products

Experience working diverse customer base within a book of business including SMB, MM and Strategic Accounts.

Qualifications

Minimum six years experience in a full cycle, B2B, sales role, preferably in a complex industry with changing regulatory dynamics or selling a complex product

Strong analytical skills and ability to own bottoms up forecasting

Exceptional business insight, communication and negotiation skills

Deep understanding of sales processes and methodologies, MEDPICC and Challenger as examples

25% in-market travel

Validated ability to win, scale and lead large teams spending >$10k in MBP spend

Get to know us

Zillow is reimagining real estate to make home a reality for more and more people.