Director, Acquisitions, Agent Software and Advertising

About the team

The Zillow Agent Software & Advertising organization partners with top-tier real estate professionals across the country, equipping them with data, tools, and partnerships to create exceptional experiences for home shoppers. We are collaborative, driven, and passionate about growth — for our partners, our business, and our people. We work with urgency and purpose, grounded in Zillow’s Core Values and guided by a belief in innovation, equity, and continuous learning. As we expand, we’re seeking a strategic, people-first sales leader who thrives in a dynamic environment, focuses on results and their people, and is ready to lead at scale.

About the role

Reporting to the Vice President of Agent Sales, the Director of Acquisitions owns the strategic direction of a large, distributed sales team responsible for new customer acquisition and growth. This role is accountable for revenue performance while also influencing broader go-to-market planning, organizational design, and product feedback loops. You’ll design scalable sales strategies, be obsessed about operational excellence, and embed a disciplined, insight-driven sales motion that drives sustainable growth.

You will:

• Develop and implement innovative sales strategies that accelerate revenue growth  — including comp model optimization, territory design, process evolution, and marketing integration
   

• Lead the rollout and adoption of a scalable, defined sales process focused on increasing average deal size, creating a land and expand motion, increasing customer retention, and improving close rates in complex sales cycles
   

• Coach a multi-layered organization to apply your sales process consistently and effectively, raising team performance at every level
   

• Build and execute strategic headcount plans aligned to near- and long-term growth goals
   

• Define the right hiring profiles that will succeed in our sales environment and then attract, recruit, and retain top talent

• Accurately forecast business performance, confidently walking your plan to quota and your commit from the existing pipeline; identify gaps in pipeline or conversion metrics and develop creative solutions to close them
   

• Identify and assist in selling high-value opportunities alongside your team, unlocking partner insights, and staying close to market dynamics
   

• Proactively identify performance gaps and coach leaders to elevate results, while championing top talent through clear development paths and internal mobility
   

• Use data and analytics to inform decisions, track progress, and pivot strategies as needed
   

• Work cross-functionally with Marketing, Product, Finance, Sales Operations, Sales Enablement and People teams to align plans, share learnings, and ensure go-to-market effectiveness for existing and new products and services
   

• Serve as a cultural leader who fosters a high-performance, inclusive environment grounded in accountability, trust, and growth
   

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, Colorado, Connecticut, Hawaii, Illinois, Maryland, Minnesota, Nevada, New York, Washington state, and Washington DC the standard base pay range for this role is $154,800.00 - $247,200.00 Annually. This base pay range is specific to California, Colorado, Connecticut, Hawaii, Illinois, Maryland, Minnesota, Nevada, New York, Washington state, and Washington DC and may not be applicable to other locations.

In addition to a competitive base salary this position is also eligible for equity awards based on factors such as experience, performance and location. Actual amounts will vary depending on experience, performance and location.

Who you are

• 12+ years total of progressive experience in sales, including at least 7 years in sales leadership directly managing other people managers in a distributed or multi-site environment
   

• Proven track record of leading high-performing teams that sell high average deal size and complex solutions, using a structured, repeatable sales process

• Experience closing $400k+ ARR deals through selling multiple products
   

• Skilled at embedding sales methodology and coaching organizations (two layers deep) to use it consistently to increase win rates, deal size, and forecast accuracy
   

• Adept at accurate forecasting — you can walk your business from current pipeline to quota and commit, diagnose shortfalls, and build creative plans to close gaps
   

• Experience building and evolving GTM plans including comp design, segmentation, org structure, and pipeline strategy
   

• Data-driven operator who uses insights to diagnose, coach, and plan effectively
   

• Trusted people leader who balances performance management with talent development — you can identify issues early and coach up, while also accelerating growth for top performers
   

• Excellent cross-functional communicator with the ability to influence stakeholders across teams
   

• Experience in high-growth, fast-paced environments; tech, SaaS, or real estate industry a plus
   

• Proficient in Salesforce, Tableau, and Excel; skilled in interpreting data and sharing insights that drive action

• Flexibility to travel 10-40% of the time

Get to know us

Zillow is reimagining real estate to make home a reality for more and more people.

As the most-visited real estate website in the United States, Zillow® and its affiliates help movers find and win their home through digital solutions, first class partners, and easier buying, selling, financing and renting experiences. Millions of people visit Zillow Group sites every month to start their home search, and now they can rely on Zillow to help make it easier to move. The work we do helps people get home and no matter what job you're in, you will play a critical role in making home a reality for more and more people.

Our efforts to streamline the real estate transaction are supported by a deep-rooted culture of innovation, our passion to redefine the employee experience, a fundamental commitment to Equity and Belonging, and world-class benefits. These benefits include comprehensive medical, dental, vision, life, and disability coverages as well as parental leave, family benefits, retirement contributions, and paid time off. We’re also setting the standard for work experiences of the future, where our employees are supported in doing their best work and living a flexible, well-balanced life. But don’t just take our word for it. Read recent reviews on Glassdoor and recent recognition from multiple organizations, including: the 100 Best Companies to Work For, Glassdoor Employees’ Choice Award, Bloomberg Gender-Equality Index, Human Rights Campaign (HRC) Corporate Equity Index, and TIME 100 Most Influential Companies list.

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.

Applicants who receive job offers from Zillow Group will be asked to sign a Proprietary Rights Agreement which includes confidentiality, intellectual property assignment, customer and employee non-solicitation, and non-competition provisions. If you are contacted for a role at Zillow Group and wish to review a copy of the Proprietary Rights Agreement prior to receiving an offer, you may request a copy from your Recruiter.