Major Account Director (South West)

Zoopla · Remote · UK

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 6d ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 1h agoon Zoopla's careers page

Apply on Zoopla →

The job

What you'd do: Look after a set group of estate agents in the South West, visiting them in person up to four days a week and selling them more of Zoopla's products.
Who you'd sell to: Estate agents · Property and real estate · a short list of very big companiesIn their words: “spearhead the retention and expansion of a regional portfolio of estate agents”
Where deals come from: Not stated in the posting.

The Braun Read

Proceed with caution

A few things here deserve a hard look before you spend time on it.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Doesn't say where pipeline comes from. Ask.
Time on market: Open 6 days.
Company hiring: 4 sales roles open, hiring at a steady pace.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.
What are the base and the OTE for this role?
No point investing hours before you know the number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Going for your first AE role? Get the free interview kit → 24 questions, what good and bad answers sound like, and an offer comparison sheet.

Got an offer from Zoopla? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Location: Home-based. (2 days a month in the London Bridge office). Up to 4 days a week visiting our customers face to face in the South West region. Who We Are Zoopla is one of the UK’s most instantly recognisable property brands. In fact, we’re known and loved by over 91% of the nation (and we’re working hard on the other 9%). Our mission is to help the nation make better home decisions - by connecting everyone to their home and giving them personalised insights to help with moving, managing or financing. Over 50 million people visit Zoopla every month to access exclusive data and information on every UK property, search over 500,000 homes for sale and rent, find the best agents and secure the latest mortgage deals. We’re a growing, dynamic team that embraces innovation and isn’t afraid to push the boundaries. We’re only just starting our journey to redefine the digital property landscape, with much more to explore and achieve. Join us, and transform the way the nation makes home decisions. As Major Account Director for Zoopla, you will spearhead the retention and expansion of a regional portfolio of estate agents. Your core mission is to drive revenue growth, cultivate enduring client partnerships, execute strategic initiatives that maximize product adoption across the territory, and present data at MD levels. Key Responsibilities - Deliver revenue and branch growth across Zoopla’s portfolio of products, consistently meeting targets in line with company goals - Develop and implement effective strategies to maximize revenue opportunities, ensuring uptake of additional products and services - Implement a territory client engagement coverage model to connect with all customer and prospect accounts on a scheduled basis - Maintain accurate, high-quality client records in Salesforce - Attend internal/external training sessions to increase skills and continually update your product, market, and competitor knowledge - Handle customer complaints or enquiries when appropriate, owning the enquiry to completion Requirements Essential: - Proven experience in the property industry - Experience in a subscription-based business, such as SaaS - You would also be amazing in this role if you have: - Years of experience in B2B software sales (ideally field-based) - Outstanding organisational and time management skills - Ability to be flexible and comfortable in a fast-moving performance-led environment - Strong interpersonal skills for working with people at all levels - Desire to contribute to the success of a fast-growing organisation Benefits - 25 days annual leave + additional leave benefits Including extra days for length of service, plus other leave perks - Cycle to work and electric car schemes - Free Calm App membership - Enhanced Parental leave - Fertility Treatment Financial Support - Group Income Protection and private medical insurance - Gym on-site in London - 7.5% pension contribution by the company - On-Target Earnings (OTE): Competitive commission structure with the opportunity to increase your total earnings based on performance.

Apply →