Zillow · 7 hours ago
Senior Director, Agent Sales
United States
Full-time
Remote
Director/Executive
$194K/yr - $311K/yrZillow is a leading real estate platform in the U.S. seeking a Senior Director, Agent Sales to design and lead the go-to-market strategy for the SMB and Mid-Market agent segments. This role involves managing revenue growth, customer retention, and product adoption while shaping cross-functional strategies and partnerships.
MarketplaceOnline PortalsPropTechReal Estate
Responsibilities
Build culture and leadership at scale
Create clarity of direction, high standards, and accountability across a multi-layer sales organization
Role-model a culture that values learning, experimentation, and continuous improvement, especially as the team shifts to new products and sales motions
Coach senior leaders and managers to become multipliers who inspect effectively, diagnose performance, and develop their teams
Set multi-year strategy across segments
Design and evolve SMB and Mid-Market G&R strategies, including coverage models, account segmentation, and engagement plays across different customer needs and deal cycles
Build an integrated approach that spans high-velocity, in-week/in-month motions and more complex, multi-month, multi-stakeholder deals
Own revenue, retention, and growth outcomes
Own revenue performance, churn, and expansion outcomes across SMB and Mid-Market
Establish and refine operating cadences for forecasting, pipeline inspection, and performance management focused on both retention and Added MRR
Use data to diagnose portfolio health, identify risk/opportunity, and prioritize where leaders and reps spend time
Design the organizational architecture
Define organizational structure, leadership layers, roles, territories, and capacity plans that can scale efficiently
Align compensation plans and incentives with desired behaviors across segments (e.g., balance of retention, upsell, cross-sell, and product mix)
Build, develop, and succession-plan senior leaders and frontline managers who can multiply impact across the org
Lead transformation from transactional to value-based, software-led selling
Guide the transition from primarily advertising-led selling to multi-product, software-led, value-based sales motions
Establish clear, repeatable sales frameworks and playbooks that work across SMB and Mid-Market but flex to segment needs
Simplify complex change into clear priorities and behaviors for leaders and reps
Drive data-driven operational excellence
Partner closely with Sales Operations on forecasting rigor, territory and coverage design, rules of engagement, and tooling
Define the core metrics and dashboards that senior leaders, managers, and reps rely on to run the business
Use insights from forecasting, churn, product usage, and sales performance to continually refine strategy and execution
Shape cross-functional strategy and partnerships
Sales Operations: Co-lead rules of engagement, quota design, forecasting frameworks, compensation plans, and tooling strategies to support a scaled G&R motion
Marketing: Align on inbound funnel strategies, events and conferences that build trust and pipeline, and outbound programs (email cadences, campaigns) that drive awareness, adoption, and expansion
HR: Partner on leadership expectations, performance management frameworks, career ladders, promotions, and succession planning for a large, distributed sales org
Enablement: Co-create training, coaching, and programmatic interventions that uplevel reps and leaders; rigorously measure what’s working and what’s not
Product & PM: Bring market and customer insights to influence roadmap, packaging, and pricing; provide feedback on what is selling, where customers are struggling, and where pricing and positioning need to evolve
Qualification
Required
Proven experience building multi-year GTM or sales strategies across multiple segments or business units
Demonstrated ability to set direction, not just execute on an existing plan
Hands-on leadership in both high-velocity SMB and more complex Mid-Market motions (from one-call closes to multi-month, multi-stakeholder deals)
Experience analyzing and redesigning org structures, sales motions, and coverage models
Track record leading teams through complex, multi-product or motion changes (e.g., advertising to software, transactional to consultative)
Comfortable operating in ambiguity and complexity at scale, making and communicating clear trade-offs
Uses data and insights to diagnose business performance, shape operating models, and prioritize investments
Strong command of forecasting, pipeline health, churn, and expansion metrics; able to connect them to strategic decisions
Communicates decisions and narratives anchored in metrics and trends, not anecdotes
Experience designing leadership structures, roles, and capacity plans that scale with the business
Proven ability to build, coach, and retain senior leaders and frontline managers, creating a strong internal pipeline
Demonstrated success influencing Product, Marketing, Sales Operations, Enablement, Finance, and HR at the executive level
Communicates in a way that guides decisions and aligns stakeholders, not just reports out on status
Proven success leading senior leaders — coaching Directors and Managers, raising the bar on leadership quality
Deep understanding of how customer, market, and segment dynamics shape sales strategy, product mix, and engagement motions
Able to synthesize field feedback and customer insights into concrete recommendations for roadmap and GTM
History of creating clarity, accountability, and cohesion across large, distributed organizations
Comfortable having tough conversations, making high-judgment calls, and holding the bar through change
Preferred
Real estate or adjacent industry experience (e.g., marketplaces, SaaS, ad tech) working with SMB and Mid-Market customers
Familiarity with Zillow's ecosystem and products; more important is the ability to quickly learn new domains and connect product capabilities to customer value
Experience using tools such as Salesforce, Tableau, Gong, and similar platforms; must be strongly data fluent, even if not tied to specific tools
Background in hypergrowth or turnaround environments, with examples of successfully leading teams through rapid change
Prior experience acting as an executive sponsor on strategic deals, building senior relationships with customers and representing the company externally
Benefits
Equity awards based on factors such as experience, performance and location
Company
Zillow
Zillow is an online real estate marketplace for finding and sharing information about homes, real estate, and mortgages. It is a sub-organization of Zillow Group.
Founded in 2005
5001-10000 employees
H1B Sponsorship
Zillow has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (179)
2024 (150)
2023 (171)
2022 (256)
2021 (239)
2020 (195)
Funding
Current Stage
Public CompanyTotal Funding
$96.63MKey Investors
Legg MasonPAR Capital Management
2016-08-01Post Ipo Equity
2014-04-01Post Ipo Equity
2012-12-12Post Ipo Equity· $4.13M
Leadership Team
Lloyd Frink
Co-Founder & Co-Executive Chair
Rich Barton
Co-founder and Co-Executive Chair
Recent News
2026-01-23
2026-01-22
San Bernardino Sun
2026-01-22
Company data provided by crunchbase