Manager, Mid-Market Sales, ASA

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

The Mid-Market Sales Manager at Zillow is responsible for coaching Account Executives (AEs) to maximize territory and diversify their pipeline, ensuring repeatability and strategic sales plays. They inspect the pipeline closely, develop customized sales strategies, and leverage data to inform business recommendations, all while fostering a high-performance culture and collaborating cross-functionally to drive business growth.

You will get to:

• Coach AEs to funnel metrics, focusing on maximizing territory, diversity of pipeline, and sales cycle - creating multiple paths to quota based on deal and pipeline risk. 

• Leverage MEDPICC or similar deal methodology to proactively inspect and manage deals through the funnel 

• Understand the pipeline closely, partnering with AEs on their forecasts by going deep on the larger deals and understanding the prospect's buying process and risks.

• Leverage both internal and external data and make recommendations that are proactive and forward looking that will help the business grow, reduce risk, and help our larger customers succeed.

• Coach their AEs on territory opportunities and creating multiple paths to quota based on deal and pipeline risk.

• Partner with cross-functional teams like Marketing and Enablement to analyze data and understand the marketplace’s reaction to our messaging.

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 $107,000.00 - $171,000.00 Annually. This base pay range is specific to California, Colorado, Connecticut, Hawaii, Illinois, Maryland, Minnesota, Nevada, New York, Washington state, and Washington DC and may not be applicable to other locations.

In addition to a competitive base pay, employees in this role …