TL;DR

Senior Director, Agent Sales: Designing and leading the go-to-market strategy for Zillow’s SMB and Mid-Market agent segments with an accent on multi-year strategies, segment design, coverage models, compensation plans, and engagement motions. Focus on owning end-to-end performance, reducing churn, increasing product adoption, and driving incremental revenue through upsell and cross-sell.

Location: Remote position. U.S. employees may live in any of the 50 United States, with limited exceptions.

Salary: $194,400.00 – $310,600.00 annually (for California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC) or $184,700.00 – $295,100.00 annually (for Colorado, Hawaii, Illinois, Minnesota, Nevada, Ohio, Rhode Island, and Vermont).

Company

Zillow is the most-visited real estate platform in the U.S., reimagining how people move through the real estate market and their careers.

What you will do

  • Build culture and leadership within a multi-layer sales organization at scale.
  • Design and evolve multi-year G&R strategies across SMB and Mid-Market segments.
  • Own revenue performance, churn, and expansion outcomes, utilizing data for diagnosis and prioritization.
  • Define organizational structure, leadership layers, roles, territories, and capacity plans that scale efficiently.
  • Guide the transition from advertising-led selling to multi-product, software-led, value-based sales motions.
  • Partner with Sales Operations, Marketing, Product, HR, and Enablement to shape cross-functional strategy.

Requirements

  • Enterprise-scale strategic leadership with proven experience building multi-year GTM or sales strategies.
  • Demonstrated ability to drive organizational transformation, redesigning org structures and sales motions.
  • Strong command of data-driven operational excellence, using insights to diagnose performance and prioritize investments.
  • Experience designing leadership structures, roles, and capacity plans that scale with the business.
  • Proven executive-level influence with cross-functional partners like Product, Marketing, Sales Operations, and HR.
  • Deep understanding of market and customer insights to shape sales strategy, product mix, and engagement motions.

Nice to have

  • Real estate or adjacent industry experience (e.g., marketplaces, SaaS, ad tech).
  • Familiarity with Zillow’s ecosystem and products.
  • Experience using tools such as Salesforce, Tableau, Gong.
  • Background in hypergrowth or turnaround environments.
  • Prior experience acting as an executive sponsor on strategic deals.

Culture & Benefits

  • Committed to fostering an innovative, inclusive, and engaging culture.
  • Recognized among FORTUNE 100 Best Companies to Work For® in 2025.
  • Included on the PEOPLE Companies That Care® 2025 list.
  • Provides equity awards based on experience, performance, and location.
  • Empowers employees to grow and move the industry forward.
  • Supports a large, distributed sales organization with a focus on leadership development.