Senior Manager, Strategic New Business Sales

About the teamThe ASA (Agent Software and Advertising) organization at Zillow is a dynamic, collaborative team dedicated to empowering real estate professionals with innovative software, marketing, and productivity solutions. We build and scale products—including Showcase and Premier Agent buyer leads—to help real estate businesses grow, operate more efficiently, and win in competitive markets. Our team partners closely with customers to ensure seamless adoption and measurable business impact.

About the role

The Senior Manager, Strategic New Business Sales role reports to the Director of MM and Strategic Acquisition and leads a team of strategic sales representatives focused on driving sales and delivering on revenue targets.  This position will play a pivotal role in developing and coaching strategic sales representatives, providing guidance and support to enhance their sales skills, drive performance, and foster a culture of continuous improvement within a large team of sales professionals.

This includes the chance to:

• Be accountable for leading a team to generate revenue and deliver on revenue goals. Specifically, you will partner to set your team’s individual and team targets, track progress towards goal achievement, and identify areas for improvement in order to drive sales strategies and increase revenue, including team selling.

• Ensure a high bar of consultative sales  coaching and team development, resulting in consistent performance management .

• Prioritize development within the sales team by promoting knowledge sharing, best practices, and the adoption of innovative sales techniques. Be curious about how you and your team should best pivot approach and strategy with each consumer. 

• Conduct regular performance evaluations and provide constructive feedback to your team of sales representatives, identifying strengths and areas for development to optimize individual and team performance.

• Manage and oversee recruitment and retention strategies to maintain a successful sales team.

• Have the ability to distill down relevant feedback for internal partner teams and understand how to operate within a matrixed organization to quickly improve upon feedback areas and evaluate impact on your team’s success. Collaborate cross functionally with internal partners to ensure sales teams are set up for success through tools, training, and marketing initiatives 

• Skilled at deciphering data to build and adjust strong go-to-market strategies.

• Champion the company's values and behaviors, prioritizing sales team's employee satisfaction, and setting ambitious, yet achievable goals.

• Ability to understand and explain current real estate market dynamics to fuel planning efforts.

• Proven ability to assist in account planning and develop impactful presentations for senior and executive stakeholders

This role has been categorized as a Remote position. “Remote” employees do not have a permanent corporate office workplace and, instead, work from a physical location of their choice, which must be identified to the Company. U.S. employees may live in any of the 50 United States, with limited exceptions.

In California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC the standard base pay range for this role is $132,400.00 - $211,600.00 annually. This base pay range is specific to these locations and may not be applicable to other locations. In Colorado, Hawaii, Illinois, Minnesota, Nevada, Ohio, Rhode Island, and Vermont the standard base pay range for this role is $125,800.00 - $201,000.00 annually. The base pay range is specific to these locations and may not be applicable to other locations.

In addition to a competitive base pay, employees in this role are eligible for incentive compensation and equity awards. Actual amounts will vary depending on experience, performance and location.

Who you are

• 7+ years of sales management experience specific to B2B products and services

• Experience leading a team of remote strategic sales representatives, primarily focused on new business, and responsible for pipeline management specific to acquiring new prospects and upselling current partners

• Experience leading teams in applying modern sales methodologies. Ex - Challenger, Spin, Meddic.

• Experience in a dynamic, high-energy sales environment; distributed workforce experience preferred

• Skilled at removing roadblocks and creatively solving problems supporting the big picture

• Flexibility to travel up to 10% of the time

• Experience with recruiting, mentoring and retaining high-performing sales representative  talent

• Solid understanding of CRM and data tools and their utility in forecasting, customer management, and effective communication campaigns (Salesforce & Tableau preferred)

• Proficient in Microsoft Office (Excel and PowerPoint)

• Preferred qualification - Central/Eastern location base and working business hours*

Get to know us

At Zillow, we’re reimagining how people move—through the real estate market and through their careers. As the most-visited real estate platform in the U.S., we help customers navigate buying, selling, financing and renting with greater ease and confidence. Whether you're working in tech, sales, operations, or design, you’ll be part of a company that's reshaping an industry and helping more people make home a reality.

Zillow is honored to be recognized among the best workplaces in the country. Zillow was named one of FORTUNE 100 Best Companies to Work For® in 2025, and included on the PEOPLE Companies That Care® 2025 list, reflecting our commitment to creating an innovative, inclusive, and engaging culture where employees are empowered to grow.

No matter where you sit in the organization, your work will help drive innovation, support our customers, and move the industry—and your career—forward, together.

Zillow Group is an equal opportunity employer committed to fostering an inclusive, innovative environment with the best employees. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please contact your recruiter directly.

Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable state and local law.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.