Growth Account Executive, Agent Software and Advertising

About the team The ASA SMB Growth Account Executive team at Zillow partners with real estate agents and small teams across the country, helping them grow their businesses through Zillow's suite of media and software products. We are a high-performing, collaborative team that values ownership, curiosity, persistence, and customer focus. We challenge assumptions, bring data-driven ideas to the table, and genuinely care about the outcomes of the real estate professionals we work with. This team plays a critical role in Zillow's growth by expanding our software footprint with new customers and driving deep, long-term adoption with our existing partners. About the role This is Zillow's full life cycle SMB Growth Account Executive role — a SaaS sales position that combines new business development and account management into a single end-to-end ownership model. You will own a book of business of approximately 2,000 accounts: roughly 400 current software subscribers and 1,600 prospects within your assigned territory. As the seller, you own the full customer lifecycle — from first sale through onboarding, adoption, retention, and expansion. One relationship, start to finish. You will service inbound marketing leads, prospect actively within your territory, and manage ongoing relationships with your existing subscriber base, partnering closely with Zillow's Customer Success Managers (CSMs) on product adoption and listing activation. Success in this role requires a SaaS and consumption selling mindset: you understand that a closed deal is the beginning of the relationship, not the end. You sell on business outcomes, help customers realize value from the software and solutions they've purchased, and grow recurring revenue through expansion and renewal across a multi-product portfolio. This is an exciting opportunity for a skilled seller who thrives with end-to-end ownership and wants to build deep expertise in the real estate technology space. YOU WILL GET TO Prospect & Convert Within Your Territory • Work a high-volume book of ~1,600 prospects alongside your existing subscriber base, using outbound calls, emails, and inbound lead follow-up to generate new software subscriptions. • Prioritize inbound marketing leads each day with urgency, maximizing speed-to-lead conversion rates within SLA timelines. • Run a disciplined land-and-expand motion — securing an initial software subscription, then growing annual recurring revenue (ARR) through multi-product upsell and cross-sell over the life of the account. • Read each customer's needs and sequence Zillow's software products accordingly — knowing which product to lead with, when to introduce additional solutions, and how to run a multi-product pitch on a single call or as a structured secondary upsell motion. Own the Full Customer Lifecycle for ~400 Current Subscribers • Serve as the single named owner for your existing Customers — building lasting relationships by understanding their business goals, monitoring software adoption, and proactively identifying risks to renewal. • Monitor account health signals (utilization rates, activation milestones, engagement trends), flag churn risks early, and execute save and rescue plays in partnership with your CSM. • Manage the complexity of a multi-product book — tracking where each customer is in their adoption journey across different products, identifying which accounts are ready for the next product conversation, and prioritizing outreach accordingly. Drive Software Adoption & Customer Outcomes • Sell on business outcomes, not features — help customers understand how Zillow's software solutions improve their listing performance, agent productivity, and overall marketing strategy. • Partner with CSMs to ensure new subscribers activate and adopt the software successfully, maintaining clear communication on customer health and progress toward key milestones. • Educate customers on best practices for product usage across the full suite, positioning yourself as a trusted advisor on how to get maximum ROI from their Zillow software investment. • Help accounts grow into deeper partnerships with Zillow — identifying customers who are ready to expand their investment and supporting their progression into more strategic channels and product tiers. Manage Pipeline & Forecast Accurately • Build and maintain a healthy pipeline across both new business and expansion opportunities, using prioritization frameworks and cohort analysis to focus time on the highest-value accounts in a large book. • Accurately forecast monthly and quarterly quota attainment, keeping Salesforce opportunity stages, close dates, and ARR projections current at all times. • Balance time between prospecting activity and existing account engagement based on book health, pipeline gaps, and quota pacing. Run Consultative SaaS Discovery & Deal Execution • Enter every customer conversation with a tactical plan and point of view, applying structured discovery frameworks to uncover business goals, pain points, and decision criteria. • Identify decision makers and craft compelling, outcome-based pitches for Zillow's software products that connect product value to each customer's specific real estate business needs. • Handle objections proactively using industry knowledge, utilization data, and customer case studies to build confidence and drive to close. • Bring data and analytics into customer conversations — using Zillow’s performance reporting, utilization insights, and market data to frame a compelling, tailored point of view that drives engagement and decision-making. Operate with Strong Sales Hygiene • Maintain real-time, accurate records in Salesforce and use Gong Engage to manage outreach cadences across a large book. Leverage Gong, Tableau, and Sonar to analyze performance and refine your approach. • Consistently achieve 90%+ of weekly KPIs, keep expansion and renewal opport