Mid-Market Manager, Agent Software & Advertising

About the Role

Key Responsibilities

• Lead, coach, and develop a team of Senior Advisors to consistently exceed revenue goals and achieve quota.
• Foster a high-energy, high-performance sales culture that values data-driven decision-making and continuous improvement.
• Conduct regular 1:1s, team huddles, and skill development sessions to strengthen execution.
• Leverage data and analytics to track team performance, identify gaps, and coach for improvement.
• Develop and execute scalable sales plays and churn mitigation strategies for various sales cycles and customer profiles.
• Coach advisors on funnel metrics, pipeline diversification, and closing larger, strategic deals.
• Interpret data to identify sales opportunities and churn risks across territories and books of business.
• Own revenue forecasting, maintain CRM hygiene, and ensure accurate deal tracking in Salesforce.
• Implement pipeline review processes and coach advisors on deal forecasting and planning for in-market activities.
• Establish deep understanding of Zillow's ASA solutions and stay informed on industry trends and competitors.
• Act as an executive sponsor for high-value accounts and support strategic negotiations.

Requirements

• 4+ years of experience in a sales leadership role leading high-performing teams.
• 4+ years of experience in account management and/or B2B sales with mid-market customers.
• Proven success in coaching sales teams, driving quota attainment, and improving sales productivity.
• Experience managing a mid-market book of business with various sales cycles and retention strategies.
• Expertise in sales methodologies such as MEDDPICC, Challenger Sales, or consultative selling frameworks.
• Strong understanding of sales metrics, revenue forecasting, and CRM management (Salesforce preferred).
• Ability to navigate and lead in a fast-paced, evolving sales environment.
• Experience in real estate, SaaS, digital advertising, or marketplace sales is a plus.

Nice to Have

• Experience in real estate, SaaS, digital advertising, or marketplace sales.

Qualifications

• 4+ years of experience in a sales leadership role.
• Experience in account management and/or B2B sales with mid-market customers.
• Proven success in coaching and developing sales teams.
• Knowledge of sales methodologies and CRM systems.

Benefits & Perks

• Competitive base pay ranging from $98,900 to $158,100 annually, depending on location and experience.
• Incentive compensation and equity awards.
• Comprehensive medical, dental, vision, life, and disability insurance.
• Paid time off, parental leave, and family benefits.
• Retirement contributions.
• Flexible work environment supporting remote work.