Manager, Mid-Market Sales, ASA

About the teamThe 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

The Mid-Market Sales Manager at Zillow is responsible for coaching Account Executives (AEs) to maximize territory and diversify their pipeline, ensuring repeatability and strategic sales plays. They inspect the pipeline closely, develop customized sales strategies, and leverage data to inform business recommendations, all while fostering a high-performance culture and collaborating cross-functionally to drive business growth.

You will get to:

• Coach AEs to funnel metrics, focusing on maximizing territory, diversity of pipeline, and sales cycle - creating multiple paths to quota based on deal and pipeline risk. 

• Leverage MEDPICC or similar deal methodology to proactively inspect and manage deals through the funnel 

• Understand the pipeline closely, partnering with AEs on their forecasts by going deep on the larger deals and understanding the prospect's buying process and risks.

• Leverage both internal and external data and make recommendations that are proactive and forward looking that will help the business grow, reduce risk, and help our larger customers succeed.

• Coach their AEs on territory opportunities and creating multiple paths to quota based on deal and pipeline risk.

• Partner with cross-functional teams like Marketing and Enablement to analyze data and understand the marketplace’s reaction to our messaging.

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 $107,000.00 - $171,000.00 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 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

• Strong analytical and problem-solving skills.

• Strong communication skills, able to clearly communicate complex ideas to diverse audiences.

Qualifications

• 3+ years of experience in a sales management role, preferably in a mid-market environment.

• Expected travel 30 - 50% of the time, depending on prospect and event needs

• Proven track record of exceeding sales quotas and managing a successful sales team.

• Experience with sales methodologies such as BANT, MEDPICC, or similar.

• Strong data analysis skills and the ability to leverage data to inform business recommendations.

• Excellent communication and presentation skills.

Get to know us

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

As the most-visited real estate website in the United States, Zillow® and its affiliates help movers find and win their home through digital solutions, first class partners, and easier buying, selling, financing and renting experiences. Millions of people visit Zillow Group sites every month to start their home search, and now they can rely on Zillow to help make it easier to move. The work we do helps people get home and no matter what job you're in, you will play a critical role in making home a reality for more and more people.

Our efforts to streamline the real estate transaction are supported by a deep-rooted culture of innovation, our passion to redefine the employee experience, a fundamental commitment to Equity and Belonging, and world-class benefits. These benefits include comprehensive medical, dental, vision, life, and disability coverages as well as parental leave, family benefits, retirement contributions, and paid time off. We’re also setting the standard for work experiences of the future, where our employees are supported in doing their best work and living a flexible, well-balanced life. But don’t just take our word for it. Read recent reviews on Glassdoor and recent recognition from multiple organizations, including: the 100 Best Companies to Work For, Glassdoor Employees’ Choice Award, Bloomberg Gender-Equality Index, Human Rights Campaign (HRC) Corporate Equity Index, and TIME 100 Most Influential Companies list.

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.

Applicants who receive job offers from Zillow Group will be asked to sign a Proprietary Rights Agreement which includes confidentiality, intellectual property assignment, customer and employee non-solicitation, and non-competition provisions. If you are contacted for a role at Zillow Group and wish to review a copy of the Proprietary Rights Agreement prior to receiving an offer, you may request a copy from your Recruiter.