Zillow's ASA SMB Account Executive team aims to drive revenue growth by selling Agent Software and Advertising products to real estate agents and small teams, particularly Premier Agent partners, by helping them understand and adopt Zillow’s software and advertising solutions.
Requirements
- Minimum of two years experience in a full cycle, B2B, sales role, preferably in a complex industry with changing regulatory dynamics or selling a complex product.
- Ability to articulate a compelling value proposition by product/service and overcome objections in client interactions through active listening and problem-solving.
- Ability to pitch multiple products to one customer by understanding the prospects' needs.
- Understanding of the importance of a customer pipeline and how the top of the funnel determines success to hit quota.
- Ability to assess the health of your customer pipeline to create accurate forecasting for revenue and adjust strategies accordingly.
- Track record of strategically managing a large book of business to achieve a monthly or quarterly quota.
- Awareness of the competitive Real Estate landscape and market influences and the ability to communicate their impact to prospective clients.
Responsibilities
- Advise prospective customers on products, services, and systems to drive revenue growth and help new Premier Agent partners understand how they can benefit.
- Employ a strategic approach to prospecting, qualifying, presenting, and closing new accounts, informed by a deep understanding of Zillow Group’s products and services.
- Efficiently and effectively identify a decision maker within your book of business by uncovering relevant decision criteria and metrics to position value within virtual sales presentations.
- Consistently achieve your target quota and key performance indicators (KPIs).
- Ensure an effective and warm handoff of your Premier Agent partner to the appropriate customer success teams.
- Maintain and understand relevant sales tools, including Salesforce, Salesloft, Gong, Tableau, Sonar, and Microsoft Office.
- Accurately track activity information to effectively manage your Book and provide visibility to Leadership on where they can help.
Other
- This role is categorized as a Remote position.
- U.S. employees may live in any of the 50 United States, with limited exceptions.
- In specific states, the standard base pay range for this role is $23.50 - $37.50 Hourly.
- Eligible for incentive compensation and equity awards.
- Must sign a Proprietary Rights Agreement which includes confidentiality, intellectual property assignment, customer and employee non-solicitation, and non-competition provisions.
