<h2>About the team</h2>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.<h2>About the role</h2>The Mid-Market Sales Manager, Growth &amp; Retention is responsible for leading and developing a team of Senior Advisors to drive revenue growth, retention and product expansion in our Mid-Market segment, comprised of agents doing $15M to $35M in transaction volume. This leader will play a pivotal role in shaping our Mid-Market motion and fostering a culture of high performance, operational excellence and unparalleled customer success.This role requires strong leadership, deep experience in solution selling and churn mitigation and a high business acumen. You will drive revenue growth and supporting retention across an existing book of business, manage team performance, and ensure the successful execution of scalable sales strategies within this customer segment.Key Responsibilities: <ul><li>People Leadership &amp; Team Development<ul><li>Lead, coach and develop a team of Senior Advisors to consistently exceed revenue goals and achieve quota.</li><li>Foster a high-energy, high-performance sales culture that values data-driven decision-making and continuous improvement.</li><li>Conduct regular 1:1s, team huddles, and skill development sessions to strengthen execution.</li><li>Leverage data and analytics to track rep and team performance, proactively identifying individual gaps and coaching them to improvement.</li></ul></li><li>Sales Strategy &amp; Pipeline Management<ul><li>Be able to develop and execute scalable sales plays and churn mitigation strategies for a broad range of sales cycles and economic buyers.</li><li>Coach advisors to funnel metrics based on both volume and quality. Coach on diversifying their pipeline with a balance of larger and smaller deals to exceed quota without slowing down velocity.</li><li>Be able to interpret data and accurately identify sales opportunities and churn risk across specific territories and books of business.</li><li>Consistently coach and develop the team to elevate their sales acumen, enabling them to close larger, more strategic deals with increasingly complex customer profiles</li><li>Own bottoms-up revenue forecasting, ensuring pipeline health and sales targets are hit. Maintain CRM hygiene and ensure accurate deal tracking in Salesforce.</li><li>Implement a structured pipeline inspection process inclusive of comprehensive deal-by-deal reviews to help advisors forecast within 90% of revenue results.</li><li>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. </li></ul></li><li>Customer, Market &amp; Industry Expertise<ul><li>Establish deep understanding of Zillow’s Agent Software and Advertising (ASA) solutions and their value propositions.</li><li>Stay informed on industry trends, competitor movements, and market conditions to help the team effectively position Zillow’s offerings.</li><li>Act as an executive sponsor for high-value accounts, supporting strategic negotiations when necessary. Understand when and how to pull in Senior Leadership and cross-functional partners to advance a deal forward. </li></ul></li></ul>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, Massachusetts, Minnesota, Nevada, New Jersey, New York, Rhode Island, 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, Illinois, Maryland, Massachusetts, Minnesota, Nevada, New Jersey, New York, Rhode Island, 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.<h2>Who you are</h2><ul><li>A Proven Sales Leader: You have experience leading high-performing sales teams, driving revenue growth, and scaling sales motions in a B2B environment.</li><li>Experienced Solution Seller: You bring a proven track record in solution selling, adept at navigating both high-velocity transactional sales and longer, complex sales cycles. You are adept at assessing and reducing churn risk, and skilled in designing and implementing effective virtual and in-market strategies to drive growth, minimize churn, and maximize opportunities within your territory.</li><li>High Business Acumen &amp; Industry Knowledge: You possess strong business acumen and industry knowledge, enabling you to understand market dynamics and provide valuable insights to customers and your team.</li><li>A Strong Coach &amp; Motivator: You inspire, challenge, and diligently coach your team, ensuring high performance and continuous development. You don’t shy away from tough conversations and proactively identify gaps and strengths to effectively coach to optimal performance.</li><li>A strategic, customer-obsessed relationship builder with a consultative approach—you thrive on helping your team uncover customer goals, identifying growth opportunities, and delivering insights that help partners scale and succeed in a competitive market.</li></ul>Qualifications: <ul><li>4+ years of experience in a sales leadership role with a track record of leading high-performing teams.</li><li>4+ years of experience in account management and/or B2B sales with mid-market customers, demonstrating a strong track record of retention, upsell, and driving customer value through strategic consultation and data-backed recommendations.</li><li>Experience managing a mid-market book of business, with a deep understanding of various sales cycles, retention strategies, and upsell/cross-sell motions.</li><li>Proven success in coaching and developing sales teams, driving quota attainment, and improving sales productivity.</li><li>Expertise in sales methodologies such as MEDDPICC, Challenger Sales, or consultative selling frameworks.</li><li>Strong understanding of sales metrics, revenue forecasting, and CRM management (Salesforce preferred).</li><li>Ability to navigate and lead in a fast-paced, evolving sales organization.</li><li>Experience in real estate, SaaS, digital advertising, or marketplace sales is a plus.</li></ul><h2>Get to know us</h2>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 youre 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 <a href="https://www.zillow.com/careers/benefits/" target="_blank">world-class benefits</a>. 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 <a href="https://www.glassdoor.com/Overview/Working-at-Zillow-EI_IE40802.11,17.htm" target="_blank">Glassdoor</a> 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 <a href="http://time.com/100companies" target="_blank">100 Most Influential Companies</a> 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.Qualified 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.