Mid-Market Manager, Agent Software & Advertising

Zillow Group; United States; On-site; USD 98,000 - 159,000; Full time

Job summary

A leading company in real estate technology is seeking a SMB/Mid-Market Sales Leader to oversee a dynamic team focused on consultative sales strategies. This role requires strong leadership and sales acumen to drive revenue growth in a fast-paced environment. The successful candidate will develop team potential and ensure alignment with broader sales strategies, leading to significant business impact.

Benefits

Comprehensive medical, dental, vision, life, and disability coverages

Parental leave

Retirement contributions

Paid time off

Flexible work environment

Qualifications

• 5+ years of experience in a sales leadership role.
• Experience managing a mid-market book of business.
• Expertise in sales methodologies such as MEDDPICC, Challenger Sales.

Responsibilities

• Lead, mentor, and develop a team of Mid-Market and SMB Advisors.
• Own and refine the SMB and Mid-Market sales motion.
• Drive quota attainment and revenue expansion through effective coaching.

Skills

Leadership

Data-Driven

Customer Success

Coaching

Sales Acumen

Education

Bachelor's Degree or equivalent experience

Tools

Salesforce

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.

The SMB / Mid-Market (MM) Sales Leader will oversee a team of SMB and Mid-Market Advisors, guiding them in delivering consultative sales and retention strategies. This leader will play a pivotal role in scaling Zillow’s presence in the SMB and Mid-Market segments, driving revenue growth, and fostering a culture of high performance, collaboration, and customer success.

About the role

As a SMB/Mid-Market Sales Leader , you will be responsible for leading a team of high-performing sales professionals who manage a book of business consisting of SMB and Mid-Market agent partners. You will drive revenue growth, manage team performance, and ensure the successful execution of sales strategies within this customer segment.

Your role will require strong leadership, deep sales acumen, and a proactive approach to coaching and development. You will be instrumental in shaping the SMB and Mid-Market sales motion and ensuring that your team effectively navigates the complexities of Zillow’s evolving product suite.

Key Responsibilities

Leadership & Team Development

• Lead, mentor, and develop a team of Mid-Market and SMB Advisors to exceed revenue and retention goals.

• Drive accountability and performance by implementing structured sales coaching and pipeline management.

• Foster a high-energy, high-performance sales culture that values data-driven decision-making and continuous improvement.

• Conduct regular 1:1s, team huddles, and skill development sessions to strengthen execution.

• Adept at maintaining a recruitment pipeline through networking internally and externally. Collaborates with recruiting for sourcing before a req is needed to be filled so there is no lapse in achieving revenue targets.

Sales Strategy & Execution

• Own and refine the SMB and Mid-Market sales motion, ensuring alignment with Zillow’s broader sales strategy.

• Develop scalable sales processes that provide clear guidance on customer engagement, retention strategies, and cross-sell opportunities.

• Develop and ensure reps are executing consistent Strategic Business Reviews (SBRs) to deepen relationships, mitigate churn risk, drive Net MRR, client success. These SBRs should be rooted in data, driven through structured bespoke growth planning, and result in clear forecasting.

• Implement a structured deal review process, helping reps forecast accurately within 90% of actual revenue results.

• Able to coach towards planning for an effective in-market trip, when it is warranted, with clear goals/expectations in place regarding # of meetings executed, and revenue forecasted to be sold/saved.

Revenue Growth & Performance Management

• Drive quota attainment and revenue expansion through effective coaching and sales execution.

• Own bottoms-up revenue forecasting, ensuring pipeline health and conversion targets are met.

• Leverage data and analytics to track rep and team performance, proactively identifying gaps and opportunities.

• Partner with cross-functional teams to implement strategies that improve win rates, renewal performance, and product adoption.

Customer & Market Expertise

• Establish deep understanding of Zillow’s Agent Software and Advertising (ASA) solutions and their value propositions.

• Stay informed on industry trends, competitor movements, and market conditions to help the team effectively position Zillow’s offerings.

• Drive multi-threaded engagement with key decision-makers, ensuring long-term strategic partnerships.

• Act as an executive sponsor for high-value accounts, supporting strategic negotiations when necessary.

Operational Excellence

• Maintain CRM hygiene and ensure accurate deal tracking in Salesforce.

• Work closely with Business Operations and Sales Strategy to refine SMB and Mid-Market reporting, segmentation, and forecasting models.

• Own communication of key business updates, ensuring the team is aligned on priorities and expectations.

• Partner with Enablement to develop training programs that drive skill development and sales effectiveness.

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, Maryland, Massachusetts, Nevada, New Jersey, New York, Vermont, Washington state, and Washington DC the standard base pay range for this role is $98,900.00 - $158,100.00 Annually. This base pay range is specific to California, Colorado, Connecticut, Hawaii, Maryland, Massachusetts, Nevada, New Jersey, New York, Vermont, 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

• A Proven Sales Leader – You have experience leading high-performing sales teams , driving revenue growth, and scaling sales motions in a B2B environment.

• Data-Driven & Analytical – You use data to inform decisions , improve forecasting accuracy, and track leading indicators of success.

• Customer-Obsessed – You thrive in a customer-first environment , with the ability to develop trusted relationships and drive strategic account growth.

• A Strong Coach & Motivator – You inspire, challenge, and bring out the best in your team , ensuring they operate at a high level.

• Growth-Oriented & Agile – You embrace change, continuously iterate on processes , and ensure the team is equipped to navigate a dynamic market.

Qualifications

• 5+ years of experience in a sales leadership role with a track record of leading high-performing teams.

• Experience managing a mid-market book of business , with a deep understanding of sales cycles, retention strategies, and upsell/cross-sell motions .

• Proven success in coaching and developing sales teams , driving quota attainment , and improving sales productivity .

• Expertise in sales methodologies such as MEDDPICC, Challenger Sales, or consultative selling frameworks .

• Strong understanding of sales metrics, revenue forecasting, and CRM management (Salesforce preferred) .

• Ability to navigate and lead in a fast-paced, evolving sales organization .

• Experience in real estate, SaaS, digital advertising, or marketplace sales is a plus.

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.

Q ualified 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.

About the company

Zillow Group, Inc., com; David Beitel, Zillow's current chief technology officer; and Kristin Acker, Zillow's current senior vice president of experience design.

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