Senior Director, Agent Sales

📋 Description

• • As the Senior Director, Agent Sales at Zillow Group, Inc., you will be instrumental in shaping the future of our agent-focused business by designing and leading the go-to-market strategy for Zillow’s Small and Medium-sized Business (SMB) and Mid-Market agent segments.
• • This executive leadership role requires a strategic visionary who can step back from day-to-day operations to architect a comprehensive, multi-year strategy. Your focus will be on defining segment designs, optimizing coverage models, developing effective compensation plans, and creating engagement motions that foster durable growth across Zillow’s diverse portfolio of products and software solutions.
• • You will hold ultimate accountability for the end-to-end performance of a large, multi-layered sales organization dedicated to nurturing existing customer relationships. This includes a critical focus on reducing customer churn, driving deeper product adoption and value realization, and generating incremental revenue through strategic upsell and cross-sell initiatives.
• • This role demands a highly collaborative approach, positioning you as a key strategic partner to cross-functional teams including Sales Operations, Marketing, Product, HR, and Enablement. You will set the strategic direction for how Zillow deepens its relationships with agents and teams at scale, ensuring consistent and impactful engagement.
• • A core aspect of your leadership will be building and scaling a strong culture. This involves creating clarity of direction, establishing high standards of performance, and fostering a sense of accountability across a multi-layer sales organization. You will champion a culture that embraces learning, experimentation, and continuous improvement, particularly as the team navigates the adoption of new products and evolving sales methodologies.
• • You will be expected to role-model effective leadership, coaching senior leaders and managers to become multipliers who can expertly inspect performance, diagnose challenges, and cultivate the growth and development of their teams.
• • Strategically, you will design and evolve the growth and retention (G&R) strategies for the SMB and Mid-Market segments. This encompasses defining optimal coverage models, segmenting accounts effectively, and developing tailored engagement plays that address the diverse needs and varying deal cycles of these customer groups.
• • Your strategic vision will integrate high-velocity, in-week/in-month sales motions with more complex, multi-month, multi-stakeholder deal processes, ensuring a cohesive and effective approach across the board.
• • You will directly own the revenue performance, churn rates, and expansion outcomes for the SMB and Mid-Market segments. This requires establishing and refining robust operating cadences for forecasting, pipeline inspection, and performance management, with a dual focus on retention and generating Added Monthly Recurring Revenue (MRR).
• • Leveraging data will be paramount. You will use data and insights to diagnose the health of the customer portfolio, identify potential risks and opportunities, and strategically prioritize where leaders and sales representatives should focus their efforts.
• • Designing the organizational architecture will be a key responsibility. This includes defining the optimal organizational structure, leadership layers, specific roles, territory alignments, and capacity plans necessary for efficient scaling. You will also align compensation plans and incentives to drive desired behaviors, balancing retention, upsell, cross-sell, and product mix objectives.
• • A significant part of your role will be to build, develop, and implement succession plans for senior leaders and frontline managers, ensuring a strong pipeline of talent capable of multiplying the organization's impact.
• • You will lead a critical transformation from a primarily transactional, advertising-led sales model to a multi-product, software-led, value-based selling approach. This involves guiding the organization through this significant shift, establishing clear, repeatable sales frameworks and playbooks that are adaptable to both SMB and Mid-Market needs.
• • Driving data-driven operational excellence is essential. You will partner closely with Sales Operations to refine forecasting rigor, territory and coverage design, rules of engagement, and tooling strategies. You will also define the core metrics and dashboards that senior leaders, managers, and representatives will rely on to effectively manage the business.
• • You will utilize insights derived from forecasting, churn analysis, product usage data, and overall sales performance to continuously refine strategy and execution, ensuring agility and responsiveness to market dynamics.
• • Shaping cross-functional strategy and fostering strong partnerships will be crucial. This includes co-leading strategies with Sales Operations on rules of engagement and compensation, aligning with Marketing on funnel strategies and outbound programs, collaborating with HR on leadership development and performance management, partnering with Enablement on training and coaching initiatives, and working closely with Product and Product Management to influence the roadmap and provide critical market feedback.
• • This role is ideal for a leader who thrives on driving significant business impact through strategic planning, operational excellence, and exceptional people leadership within a dynamic, customer-centric environment.