Senior Director, Agent Sales
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Job Description
Senior Director, Agent Sales leading Zillow’s SMB and Mid-Market agent segments. Responsible for driving revenue growth and customer retention through effective sales strategies.
Responsibilities:
- The Senior Director, Agent Sales will design and lead the go-to-market strategy for Zillow’s SMB and Mid-Market agent segments
- 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
- 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
- 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
- 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
Requirements:
- Enterprise-scale strategic leadership
- 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)
- Driving organizational transformation
- 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
- Data-driven operational excellence
- 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
- Organizational talent architecture
- 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
- Executive-level influence with cross-functional partners
- 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
- Market and customer insight orientation
- 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
- Culture builder at scale
- 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.
Benefits:
- equity awards based on factors such as experience, performance and location
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