Broker Development Executive

About the role

As a Broker Development Executive, you will own a defined book of 35-40 strategic brokerage and franchisor accounts and manage the full customer lifecycle from prospecting and solution design through close, renewal, and expansion. This is a full life cycle sales role where you will be expected to hunt for new business, build your book of revenue, and then land and expand as accounts mature. You will sell the full suite of products to brokers, partner with specialists where needed, and operate with urgency in a fast-building team environment. This role requires strong sales discipline, strong writing skills, and the ability to manage complex deal cycles that can extend as long as 12, or more, months.

You Will Get To:In this role, you will drive strategic revenue growth by building strong executive relationships and leading complex sales motions across your book of business. You will play a critical role in helping Zillow grow deeper partnerships with the most important brokerage and franchisor organizations in the country.

• Own pre-sale and post-sale relationship management and revenue growth across a portfolio of 35-40 top brokerage and franchisor accounts.
• Prospect, build pipeline, and close new business within your book by developing executive relationships and identifying high-value opportunities.
• Land and expand within existing accounts by increasing product adoption, growing strategic partnerships, and uncovering new revenue opportunities.
• Sell Zillow's full suite of broker-facing solutions, bringing in product or functional specialists when deeper expertise is needed.
• Build and maintain thoughtful account plans for each account, including strategy, stakeholder alignment, and a clear path to close.
• Lead complex, cross-functional deal execution across internal partners, using strong communication and coordination to move business forward.
• Navigate 6-12 month sales cycles using solution selling and consistent adherence to established sales methodologies.
• Act as a scrappy builder on a growing team by rolling up your sleeves, improving processes, and helping shape how the Broker Development function scales.

This role has been categorized as a Field position. "Field" employees perform the majority of their work in a specified geographic location set by their management team. Employees are expected to live within a reasonable commuting distance to their region and/or service area. ZG has not defined a reasonable distance and expects employees will use judgment in determining this for themselves and understand the implications regarding time commitment and cost of daily commute.

In California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC the standard base pay range for this role is $130,100.00 - $207,900.00 annually. This base pay range is specific to these locations and may not be applicable to other locations.In Colorado, Hawaii, Illinois, Maine, Minnesota, Nevada, Ohio, Rhode Island, Vermont, and Virginia the standard base pay range for this role is $123,700.00 - $197,500.00 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

You are a strategic seller and relationship builder who navigates complex brokerage organizations and creates account plans that build momentum across 6-12 month sales cycles. You're experienced at working alongside brokers, giving you instant credibility and helping you engage them as a trusted advisor and partner in shaping their 3+ year strategic plans. You bring strong sales discipline, self-motivation, and excellent written communication skills. This is a high-ownership, fast-paced remote role that requires clear documentation to communicate account strategy and status across internal teams.

Qualifications:

• 7+ years of enterprise software sales experience, with a recent track record selling to brokerages, franchisors, or C-suite buyers.
• Existing brokerage relationships and a proven track record of selling to brokers and/or franchisors.
• Experience in complex, full-cycle sales roles spanning both new-business acquisition and account expansion.
• A disciplined approach to solution selling and modern sales methodologies.
• Strong organization, with the ability to manage multiple priorities, stakeholders, deal pipelines, and deal motions at once.
• Cross-functional leadership skills - you can influence and align teams without direct authority.
• A track record of digging into the details and driving results in evolving, build-stage environments.
• A hands-on, results-oriented approach, with the ability to work independently within established goals, adapt to evolving processes and contribute ideas that improve team execution.
• Excellent writing and communication skills for documenting account strategy in a remote, digital environment.
• Ability to travel 25-35% of the time