Director, Acquisitions, Agent Software and Advertising

Zillow; United States; Remote; USD 154,000 - 248,000; Full time

Job summary

An established industry player is seeking a strategic sales leader to drive growth and customer acquisition in a dynamic environment. This role involves leading a large sales team, developing innovative sales strategies, and fostering a high-performance culture. The ideal candidate will have extensive experience in sales leadership, a proven track record of managing high-performing teams, and a data-driven approach to decision-making. With a focus on operational excellence and collaboration across teams, this position offers a unique opportunity to make a significant impact in a fast-paced, innovative company committed to transforming the real estate experience.

Qualifications

• 12+ years in sales, with 7+ years in leadership roles.
• Proven track record in managing high-performing sales teams.
• Experience in closing high-value deals and using structured sales processes.

Responsibilities

• Develop innovative sales strategies to drive revenue growth.
• Lead the adoption of a defined sales process to improve performance.
• Use data and analytics to inform decision-making and track progress.

Skills

Sales Leadership

Data Analysis

Sales Methodology

Cross-Functional Communication

Coaching and Development

Tools

Salesforce

Tableau

Excel

Job description

Director, Acquisitions, Agent Software and Advertising

Join to apply for the Director, Acquisitions, Agent Software and Advertising role at Zillow.

About The Team
The Zillow Agent Software & Advertising organization partners with top-tier real estate professionals across the country, equipping them with data, tools, and partnerships to create exceptional experiences for home shoppers. We are collaborative, driven, and passionate about growth — for our partners, our business, and our people. We work with urgency and purpose, grounded in Zillow’s Core Values and guided by a belief in innovation, equity, and continuous learning. As we expand, we’re seeking a strategic, people-first sales leader who thrives in a dynamic environment, focuses on results and their people, and is ready to lead at scale.

About The Role
Reporting to the Vice President of Agent Sales, the Director of Acquisitions owns the strategic direction of a large, distributed sales team responsible for new customer acquisition and growth. This role is accountable for revenue performance while also influencing broader go-to-market planning, organizational design, and product feedback loops. You’ll design scalable sales strategies, be obsessed about operational excellence, and embed a disciplined, insight-driven sales motion that drives sustainable growth.

You will:

• Develop and implement innovative sales strategies that accelerate revenue growth — including comp model optimization, territory design, process evolution, and marketing integration.
• Lead the rollout and adoption of a scalable, defined sales process focused on increasing average deal size, creating a land and expand motion, increasing customer retention, and improving close rates in complex sales cycles.
• Coach a multi-layered organization to apply your sales process consistently and effectively, raising team performance at every level.
• Build and execute strategic headcount plans aligned to near- and long-term growth goals.
• Define the right hiring profiles that will succeed in our sales environment and then attract, recruit, and retain top talent.
• Accurately forecast business performance, confidently walking your plan to quota and your commit from the existing pipeline; identify gaps in pipeline or conversion metrics and develop creative solutions to close them.
• Identify and assist in selling high-value opportunities alongside your team, unlocking partner insights, and staying close to market dynamics.
• Proactively identify performance gaps and coach leaders to elevate results, while championing top talent through clear development paths and internal mobility.
• Use data and analytics to inform decisions, track progress, and pivot strategies as needed.
• Work cross-functionally with Marketing, Product, Finance, Sales Operations, Sales Enablement, and People teams to align plans, share learnings, and ensure go-to-market effectiveness for existing and new products and services.
• Serve as a cultural leader who fosters a high-performance, inclusive environment grounded in accountability, trust, and growth.

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 $154,800.00 - $247,200.00 annually. This base pay range is specific to these locations and may not be applicable elsewhere.

In addition to a competitive base salary, this position is also eligible for equity awards based on experience, performance, and location. Actual amounts will vary.

Who you are

• 12+ years of progressive experience in sales, including at least 7 years in sales leadership managing other managers in a distributed or multi-site environment.
• Proven track record of leading high-performing teams that sell high average deal size and complex solutions, using a structured, repeatable sales process.
• Experience closing $400k+ ARR deals through selling multiple products.
• Skilled at embedding sales methodology and coaching organizations (two layers deep) to use it consistently to increase win rates, deal size, and forecast accuracy.
• Adept at accurate forecasting — walking your business from current pipeline to quota and commitments, diagnosing shortfalls, and building plans to close gaps.
• Experience building and evolving go-to-market plans, including compensation design, segmentation, organizational structure, and pipeline strategy.
• Data-driven operator who uses insights to diagnose, coach, and plan effectively.
• Trusted people leader who balances performance management with talent development, identifying issues early and coaching up, while also accelerating growth for top performers.
• Excellent cross-functional communicator with the ability to influence stakeholders across teams.
• Experience in high-growth, fast-paced environments; tech, SaaS, or real estate industry experience is a plus.
• Proficient in Salesforce, Tableau, and Excel; skilled in interpreting data and sharing insights that drive action.
• Flexibility to travel 10-40% of the time.

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 U.S., Zillow helps people find and win their home through digital solutions, partnerships, and easier buying, selling, financing, and renting experiences. Our culture of innovation, commitment to equity, and world-class benefits support our employees in doing their best work and living a balanced life. We are an equal opportunity employer committed to fostering an inclusive environment. For accommodations, contact your recruiter. Qualified applicants with arrest or conviction records will be considered. Upon receiving an offer, you will be asked to sign a Proprietary Rights Agreement.