Mid-Market Account Executive

Next Matter; United States; Remote; USD 60,000 - 80,000; Full time

Job summary

A leading real estate technology firm is seeking a seasoned sales professional to manage a portfolio of over 500 accounts. The position focuses on driving business transformation by understanding client needs and achieving sales goals. Candidates should have a minimum of three years in B2B sales and be proficient in CRM tools. This is a remote role eligible for comprehensive benefits including medical, dental, and retirement contributions.

Benefits

Comprehensive medical coverage

Flexible work-life balance

Parental leave

Qualifications

• Experience in a full cycle, B2B sales role, preferably in a complex industry.
• Proven track record managing 500+ accounts to achieve sales quotas.
• Ability to leverage CRM and engagement tools effectively.

Responsibilities

• Manage a book of business of 500+ accounts to meet quotas.
• Engage with decision-makers, addressing business needs.
• Maintain accurate activity information in sales tools.

Skills

Solution-oriented

Coachable

Persistent and driven

Customer-focused

Strong storyteller

Education

3 years in B2B sales role

Tools

CRM tools

Job description

About the team

The 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

This role is for seasoned sales professionals who excel in managing a book of business and achieving quotas. They will focus on understanding and addressing larger business needs, challenges, and opportunities. They will be responsible for building and maintaining a robust pipeline, engaging with decision-makers, and ensuring high activation and implementation rates. Their expertise will help drive business transformation and achieve significant sales growth.

You Will Get To:

• Strategically manage a book of business of 500+ accounts to achieve a quarterly quota with monthly expectations.
• Achieve a higher quota from fewer accounts by going deeper into each account to understand the prospect’s larger business needs, challenges, and opportunities.
• Enter every prospect conversation with a recommendation that helps guide discovery questions, shared customer stories, and value proposition.
• Identify decision makers, uncover decision criteria and metrics, and connect solutions to the most pressing problems.
• Engage internal executive sponsorship on accounts and leverage it before it is needed.
• Maintain up-to-date sales tools, including CRM and engagement tools, with accurate activity information including accurate forecasting.

This role has been categorized as a Remote position. 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 $32.60 - $52.00 hourly. This base pay range is specific to these locations and may not be applicable to other locations. In Colorado, Hawaii, Illinois, Minnesota, Nevada, Ohio, Rhode Island, and Vermont the standard base pay range for this role is $31.00 - $49.40 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

• Solution-oriented, offering creative and actionable solutions to challenges.
• Coachable, curious, and eager to learn and grow in a dynamic environment.
• Persistent and driven, balancing grit with a collaborative team spirit.
• Customer-focused and empathetic, building strong, meaningful relationships.
• A strong storyteller who uses data to align solutions with customer needs.

Qualifications:

• Minimum of three years of experience in a full cycle, B2B sales role, preferably in a complex industry with changing regulatory dynamics or selling a complex product.
• Proven track record of strategically managing a book of business of 500+ accounts to achieve a monthly or quarterly quota.
• Experience successfully achieving a higher quota from longer sales cycle accounts by keeping a diverse pipeline of prospects that are larger deals.
• Tech-savvy and proficient in leveraging CRM and engagement tools to optimize workflows.
• Experience selling in-person and managing a presentation with executives, including team selling with colleagues.
• Ability to travel 15-20% of the time.
• Experience carrying a $1M+ annual quota through selling multiple products.

Preferred Qualifications:

• Minimum of three plus years experience in a full cycle, B2B, sales role, preferably in a complex industry with changing regulatory dynamics or selling a complex product.
• Have experience leveraging Challenger Sales Methodology and SPIN Framework.
• Advanced knowledge of using CRM and sales tools effectively.

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. 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. 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.