Mallory Smith
Seattle,WA
Summary
Dynamic Senior Client Sales Manager at Zillow Group with a proven track record of driving strategic account growth and managing complex, high-value partnerships. Consistently exceeded performance targets, achieving 120%+ of quota through consultative selling, advanced deal negotiation, and data-driven revenue strategies. Recognized multiple times as an Annual Sales Champion for top performance, delivering measurable revenue impact while building trusted, long-term client relationships and executing sophisticated, multi-faceted solutions.
Overview
16
16
years of professional experience
Work History
Senior Client Sales Manager – New Construction
Zillow Group
Seattle, WA
01.2024 - Current
- Fuel growth for top-tier builders with proven quota attainment, award-winning sales execution, and tailored solutions that maximize ROI.
- Manage a $6M+ book of enterprise builder accounts, driving revenue growth through upsell strategies, solution alignment, and expansion of new offerings.
- Consistently exceed quota; 2024 Sales Champion winner, recognized for top performance across national sales org.
- Projected to deliver $2.4M in media ad revenue and $2.1M in client listing revenue in 2025.
- Lead QBRs, deliver actionable data-driven insights, and drive product adoption across multiple divisions.
- Conduct in-market visits and regular communication to nurture partnerships, strengthen adoption of Zillow products, and identify areas for growth and monetization opportunities.
- Deliver product training and platform education to divisional teams, enabling partners to maximize campaign performance and align with evolving market trends.
- Stay ahead of industry developments and competitor offerings to provide timely, relevant recommendations that drive strategic growth for clients and Zillow.
Strategic Account Executive – New Construction
Zillow Group
Seattle, WA
01.2018 - 01.2024
- Increase Top-200-Builder acquisitions. Grow current partner revenue through strong rapport and media placement proposals.
- Managed Top-200 Builder accounts with revenues, driving adoption of digital advertising and marketing technology solutions.
- Closed new acquisitions while expanding revenue within existing accounts through consultative selling and ROI-driven proposals.
- Achieved 120%+ of quota annually; awarded annual Sales Champion Award and multiple Peak Performer Awards.
- Delivered $1.8M in revenue Q1–Q3 2020, exceeding pacing targets despite challenging market conditions.
- Collaborated with marketing, product, and operations teams to influence product roadmap and improve client satisfaction.
Regional Account Executive – New Construction
Zillow Group
Seattle, WA
01.2016 - 01.2018
- Tasked with prospecting new partners and developing current builder accounts. Met and exceeded monthly sales quota while simultaneously managing ad spend for 4th largest national builder.
- Drove 40% YOY revenue growth by scaling enterprise builder partnerships, including NVR, growing ad spend from $1.96M to $2.65M.
- Consistently surpassed quotas (130%+ to goal), establishing strong footholds with national and regional enterprise accounts.
- Delivered product training, developed executive relationships, and led market penetration initiatives across multiple states.
Buyer – Kid’s Apparel & Accessories
Zulily
Seattle, WA
01.2013 - 01.2016
- Responsible for sourcing and developing new vendors, growing current accounts, meeting target plans and developing marketing strategies.
- Achieved 143% of annual goal and increased vendor sales by 182% YOY in 2015 – achieving department’s #2 (of 50) ranking for highest sales - #2 for increased Year-Over-Year growth.
- Increased profitability of 60 accounts and 100+ brands in my vendor portfolio.
- Negotiated contracts, developed vendor partnerships, and led product launches that expanded profitability and assortment.
Buyer - Luggage, Sports Collectibles and As Seen on TV
Overstock.com
Salt Lake City, UT
01.2010 - 01.2013
- Managed three departments, two Assistant Buyers and collaborated with several cross-functional teams.
- Increased the number of vendors in my portfolio and enhanced merchandise assortment across all categories.
- Managed $18M line of business; increased YOY sales 14% while driving growth across multiple categories.
- Increased YOY sales by 14% (from $14M to $16M) in 2012, in Luggage Department.
- Negotiated contracts, led seasonal financial planning, and expanded vendor portfolio to increase revenue and margin.
- Developed and promoted direct reports into leadership roles.
Education
Universite De Lyon
Lyon, France06-2007
Bachelor of Fine Arts - Art History Minor
Virginia Commonwealth University
Richmond, Virginia05-2007
Skills
- Strategic account management
- Revenue growth strategies
- Sales strategy development
- Complex project negotiation
- Sales analysis
Timeline
Senior Client Sales Manager – New Construction
Zillow Group
01.2024 - Current
Strategic Account Executive – New Construction
Zillow Group
01.2018 - 01.2024
Regional Account Executive – New Construction
Zillow Group
01.2016 - 01.2018
Buyer – Kid’s Apparel & Accessories
Zulily
01.2013 - 01.2016
Buyer - Luggage, Sports Collectibles and As Seen on TV
Overstock.com
01.2010 - 01.2013
Universite De Lyon
Bachelor of Fine Arts - Art History Minor
Virginia Commonwealth University