About the team The ASA SMB Account Executive team at Zillow partners with real estate agents and small teams across the country, helping them grow their businesses through Zillow's suite of media and software products. We are a high-performing, collaborative team that values ownership, curiosity, persistence, and customer focus. We challenge assumptions, bring data-driven ideas to the table, and genuinely care about the outcomes of the real estate professionals we work with. This team plays a critical role in Zillow's growth by expanding our software footprint with new customers and driving deep, long-term adoption with our existing partners. About the role This is Zillow's full life cycle SMB Growth Account Executive role — a SaaS sales position that combines new business development and account management into a single end-to-end ownership model. You will own a book of business of approximately 2,000 accounts: roughly 400 current Premier Agent partners (existing software subscribers) and 1,600 prospects within your assigned territory. As the seller, you own the full customer lifecycle — from first sale through onboarding, adoption, retention, and expansion. One relationship, start to finish.. You will service inbound marketing leads, prospect actively within your territory, and manage ongoing relationships with your existing subscriber base, partnering closely with Zillow's Customer Success Managers (CSMs) on product adoption and listing activation. Success in this role requires a SaaS and consumption selling mindset: you understand that a closed deal is the beginning of the relationship, not the end. You sell on business outcomes, help customers realize value from the software and solutions they've purchased, and grow recurring revenue through expansion and renewal across a multi-product portfolio. This is an exciting opportunity for a skilled seller who thrives with end-to-end ownership and wants to build deep expertise in the real estate technology space. YOU WILL GET TO Prospect & Convert Within Your Territory • Work a high-volume book of ~1,600 prospects alongside your existing subscriber base, using outbound calls, emails, and inbound lead follow-up to generate new Premier Agent software subscriptions. • Prioritize inbound marketing leads each day with urgency, maximizing speed-to-lead conversion rates within SLA timelines. • Run a disciplined land-and-expand motion — securing an initial software subscription, then growing annual recurring revenue (ARR) through multi-product upsell and cross-sell over the life of the account. • Read each customer's needs and sequence Zillow's software products accordingly — knowing which product to lead with, when to introduce additional solutions, and how to run a multi-product pitch on a single call or as a structured secondary upsell motion. Own the Full Customer Lifecycle for ~400 Current Subscribers • Serve as the single named owner for your existing Premier Agent partners — building lasting relationships by understanding their business goals, monitoring software adoption, and proactively identifying risks to renewal. • Conduct Strategic Business Reviews (SBRs) with key accounts, using product utilization data and performance reporting to demonstrate ROI, address concerns, and drive renewal and expansion conversations. • Monitor account health signals (utilization rates, activation milestones, engagement trends), flag churn risks early, and execute save and rescue plays in partnership with your CSM. • Manage the complexity of a multi-product book — tracking where each customer is in their adoption journey across different products, identifying which accounts are ready for the next product conversation, and prioritizing outreach accordingly. Drive Software Adoption & Customer Outcomes • Sell on business outcomes, not features — help customers understand how Zillow's software solutions improve their listing performance, agent productivity, and overall marketing strategy. • Partner with CSMs to ensure new subscribers activate and adopt the software successfully, maintaining clear communication on customer health and progress toward key milestones. • Educate customers on best practices for product usage across the full suite, positioning yourself as a trusted advisor on how to get maximum ROI from their Zillow software investment. • Help accounts grow into deeper partnerships with Zillow — identifying customers who are ready to expand their investment and supporting their progression into more strategic channels and product tiers. Manage Pipeline & Forecast Accurately • Build and maintain a healthy pipeline across both new business and expansion opportunities, using prioritization frameworks and cohort analysis to focus time on the highest-value accounts in a large book. • Accurately forecast monthly and quarterly quota attainment, keeping Salesforce opportunity stages, close dates, and ARR projections current at all times. • Balance time between prospecting activity and existing account engagement based on book health, pipeline gaps, and quota pacing. Run Consultative SaaS Discovery & Deal Execution • Enter every customer conversation with a tactical plan and point of view, applying structured discovery frameworks (HOME, BANT) to uncover business goals, pain points, and decision criteria. • Identify decision makers and craft compelling, outcome-based pitches for Zillow's software products that connect product value to each customer's specific real estate business needs. • Handle objections proactively using industry knowledge, utilization data, and customer case studies to build confidence and drive to close. • Bring data and analytics into customer conversations — using Zillow’s performance reporting, utilization insights, and market data to frame a compelling, tailored point of view that drives engagement and decision-making. Operate with Strong Sales Hygiene • Maintain real-time, accurate records in Salesforce and use Gong Engage to manage outreach cadences across a large book. Leverage Gong, Tableau, and Sonar to analyze performance and refine your approach. • Consistently achieve 90%+ of weekly KPIs, keep expansion and renewal opportunities staged and forecasted throughout the month, and proactively flag at-risk accounts. • Complete handoff documentation to CSMs thoroughly and on time, providing the context needed for a seamless onboarding experience for new subscribers. Build Industry & Product Expertise • Develop deep knowledge across Zillow's full software product suite — understanding the value proposition, ideal customer profile, and ROI story for each product so you can match the right solution to the right customer at the right time. • Stay current on real estate technology trends and the competitive landscape to bring a credible, informed perspective into customer conversations. • Listen to Gong recordings weekly — your own calls and top performers' — and actively apply coaching feedback to sharpen your SaaS selling skills. 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, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC the standard base pay range for this role is $24.80 - $39.60 hourly. This base pay range is specific to these locations and may not be applicable to other locations. In Colorado, Hawaii, Illinois, Maine, Minnesota, Nevada, Ohio, Rhode Island, Vermont, and Virginia the standard base pay range for this role is $23.60 - $37.60 hourly. The base pay range is specific to these locations 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 SMB Account Executives at Zillow operate with high integrity, curiosity, and a genuine desire to help customers succeed with their software investment. You understand that in SaaS, the sale is the start — you are energized by building relationships that drive real adoption and long-term value. • An Owner — you take accountability for your book's performance from first sale through renewal, and you bring solutions when challenges arise. • Coachable and Curious — you actively seek feedback, study your craft, and apply what you learn quickly in a fast-moving environment. • Outcome-Oriented — you lead with business impact, not product features, and consistently connect Zillow's software to what matters most to your customers. • Persistent with Grit — you push through objections, slow months, and a high-volume book without losing your customer-first approach. • A Strong Communicator — you write compelling emails, deliver clear pitches, and tailor your message to each customer's specific business situation. • A Team Player — you understand that a rising tide lifts all ships and actively contribute to the broader team's success. • Collaborative by nature — you thrive in a pod-based team structure where tight partnership with CSMs, peers, and cross-functional partners is part of how you get things done and grow your accounts. QUALIFICATIONS • Minimum of 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 book of subscribers — comfortable operating as both a hunter and a farmer. • Track record of achieving monthly or quarterly quota through a combination of new subscription sales and account expansion or renewal. • Experience selling multiple products within a single sales motion or book of business — able to assess customer needs, sequence product recommendations, and run multi-product conversations in the same call or as a structured upsell. • Ability to manage a high-volume book of business (200+ accounts) across multiple product lines, prioritize effectively, and track customers at different stages of adoption across the portfolio. • Proficient in CRM and sales engagement tools (Salesforce, Salesloft, or equivalent); comfortable using data and utilization reporting to manage pipeline and forecast recurring revenue. • Strong written and verbal communication skills; able to identify decision makers, articulate software ROI, and handle objections confidently. • Familiarity with SaaS sales concepts such as ARR/MRR, net revenue retention, churn risk, and product adoption. PREFERRED QUALIFICATIONS • Experience selling software to small business owners, independent professionals, or similar SMB customer segments. • Background 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. Get to know us At Zillow, we’re reimagining how people move—through the real estate market and through their careers. As the most-visited real estate platform in the U.S., we help people navigate buying, selling, financing and renting with greater ease and confidence. Whether you're working in tech, sales, operations, or design, you’ll be part of a company reshaping an industry and helping more people make home a reality. How we work is a key part of that transformation. Through Cloud HQ, our strategic approach to distributed work, most employees have the flexibility to work from wherever they’re most productive—enabling us to move fast, stay connected and deliver on our people promise. Zillow is honored to be recognized among the best workplaces in the U.S. Zillow was named one of FORTUNE 100 Best Companies to Work For® in 2026, and included on TIME’s America’s Best Companies 2026 list, reflecting our commitment to creating an innovative, inclusive, and engaging culture where employees are empowered to grow. No matter where you sit in the organization, your work will help drive innovation, support our customers, and move the industry—and your career—forward, together. 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. Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Create job alert email notifications. Log into your existing Workday profile, or create a profile to get started. It’s the easiest way to stay in the loop–no application needed. At Zillow, flexibility isn’t a perk - it’s how we work. Cloud HQ is our distributed work model, built on trust, clear systems, and the belief that you can do great work from wherever you are. It’s not about where you work. It’s about moving forward - together.

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