The Senior Director, Agent Sales will design and lead the go-to-market strategy for Zillow’s SMB and Mid-Market agent segments. This executive will step back from the day-to-day and architect the overall system: multi-year strategies, segment design, coverage models, compensation plans, and engagement motions that drive durable growth across multiple products and software solutions.Role-model a culture that values learning, experimentation, and continuous improvement, especially as the team shifts to new products and sales motions.Align compensation plans and incentives with desired behaviors across segments (e.g., balance of retention, upsell, cross-sell, and product mix).* Sales Operations: Co-lead rules of engagement, quota design, forecasting frameworks, compensation plans, and tooling strategies to support a scaled G&R motion.* Marketing: Align on inbound funnel strategies, events and conferences that build trust and pipeline, and outbound programs (email cadences, campaigns) that drive awareness, adoption, and expansion.* HR: Partner on leadership expectations, performance management frameworks, career ladders, promotions, and succession planning for a large, distributed sales org.* Enablement: Co-create training, coaching, and programmatic interventions that uplevel reps and leaders; rigorously measure what’s working and what’s not.* Product & PM: Bring market and customer insights to influence roadmap, packaging, and pricing; provide feedback on what is selling, where customers are struggling, and where pricing and positioning need to evolve.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.Experience analyzing and redesigning org structures, sales motions, and coverage models.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.* Real estate or adjacent industry experience (e.g., marketplaces, SaaS, ad tech) working with SMB and Mid-Market customers.* Familiarity with Zillow’s ecosystem and products; more important is the ability to quickly learn new domains and connect product capabilities to customer value.* Experience using tools such as Salesforce, Tableau, Gong, and similar platforms; must be strongly data fluent, even if not tied to specific tools.* Background in hypergrowth or turnaround environments, with examples of successfully leading teams through rapid change.* Prior experience acting as an executive sponsor on strategic deals, building senior relationships with customers and representing the company externally.
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