Nick Unruh Email and Phone Number

• Responsible for strategic planning, market evaluation and the launch of new markets as well as management of gross profit margin and P&L.• Contributed towards the creation and roll out of a high-margin sales process and national sales playbook for SMB and Mid-Market accounts.• Collaborated with Chief Revenue Officer and Chief Sales Officer to develop creative deal terms that are lucrative to the business and improve gross profit margin.• Achieved an average of 144% to quota year-over-year by building and executing on a SaaS acquisition playbook that focuses on a value-driven sales model and redefines how agents evaluate brokerages.• Closed $XXM+ in total net-new revenue, averaging $XX.XM each year.• Led strategic market launches and brokerage acquisitions resulting in #1 market share in the Los Angeles and #4 market share in Hawaii.

• Responsible for overseeing and managing Compass’ organic growth in territories with a total addressable market of 3,000+ high-margin accounts and boutique brokerage owners.• Navigate complex deal structures and deal terms, objection handle and negotiate partnership terms that produce high gross profit margins for Compass during pre-IPO stage.• Focus on finding pain points, roadblocks and challenges in an agent’s existing business and demonstrate how the Compass platform can solve such problems over a 30-90 sales cycle.• Implement humanistic and heightened degrees of empathy to successfully decouple an agents’ personal and professional identity from their prior brokerage.• Seen as a cross-functional partner through executive-level collaboration on market dynamics and competing brokerage trends and strategic partner to Sales Managers, Legal, and Finance.• Developed systems for planning, tracking and executing organic introductions to prospective top producing agents and boutique brokerage owners.• Build and manage permanent relationships with existing brokers, agents and agent teams to create open lines of communication and momentum between Compass and prospective clients.• Developed a streamlined process to ensure the most efficient and effective on-boarding and transition process was in place for new agents, involving Marketing, IT, and Product teams.

As a Senior Business Consultant on the Mortgages team, I developed sales processes and coaching strategies for top-producing mortgage loan originators who are using the Zillow Group Mortgages platform on how to grow their business and improve ROI.• Trusted advisor to enterprise level accounts, loan officers and mortgage brokers looking to increase market share, grow team size, and improve conversion for online sourced lead generation business.• Elevated over 200 top-producing MLO’s year over year business through in-depth business plans, regular office visits, and team-tailored coaching.• Accelerated at an average of 115% of quota on a monthly basis for two consecutive years.• Grew monthly recurring revenue by $50k year-over-year on a $300k book of business.• Participated in the 2018 Zillow Group Sales Championship Circle as a top performer.

• Managed a book of business of 200+ top producing mortgage loan originators using the Zillow Group Mortgages advertising platform on how to grow their business and improve ROI.• Acted as a trusted advisor to loan officers, branch managers, and c-levels looking to profitably grow their professional network and improve conversion for online sourced business.• Developed business plans and growth strategies through expanding territory/market share.• Worked directly with Development, Sales, and Leadership teams to change the Mortgages product from a pay-per-lead model to a subscription model for organizational effectiveness.• Used Salesforce to organize a book of business and structure business plans and strategies as well as Tableau product reports and Salesforce business metrics for the broader Sales team.

As an Account Executive on the Mortgages team, I was responsible for selling Zillow's online lead generation platform to mortgage loan originators and increasing the number of lenders and mortgage companies on the company's platform while helping clients develop profitable businesses of their own.• Averaged 125% to quota month-over-month equating to $300k in revenue.• Prospected, qualified and closed top-producing mortgage loan originators on using the Zillow Group Mortgages platform as a primary source to growing their online and referral business.• Engaged and trained loan originators and their teams on how to convert business sourced online, ultimately improving lender ROI and expanding their professional networks.• Positioned Zillow Group as a trusted advisor to mortgage loan originators by assisting with the planning and development of their online channel, creating the Sales Consultant role.• Worked as part of the larger Mortgages team to develop new strategies for growth and scale.

Skateboard Factory China is a highly advanced skateboard manufacturer that produces quality OEM products for companies and distributors across the globe. As an owner and managing partner, I am responsible for building on the existing business models as well as keeping a laser focus on directing sales and marketing efforts.• Developed and implemented the transition from a B2C model to a B2B model and hired sales, marketing and QA talent for new business models and necessary change management.• Taught all teams how to use open source project management software tools such as Trello.• Improved product sales by 123% by restructuring existing business and sales models.• Developed a separate business segment offering distribution rights of our factory's brand to distributors and business partners in 7 different countries and counting.• Created, negotiated and closed licensing agreements and contracts for distribution partners.• Worked directly with product specialists and the Director of Operations in order to improve quality control and create more efficient processes for product research and development.

• Oversaw sales and marketing managers in order to develop and implement plans, forecasts and operating budgets for events, distribution sales, and OEM skateboard products.• Met with key decision makers and assisted sales managers in maintaining relationships and negotiating and closing deals for business partners and individual OEM customers.• Oversaw and evaluated online market research and adjust marketing strategies, ie., SEO, keyword analysis, and ad-word campaigns to meet changing markets and competitive conditions while monitoring competitor's products, sales and marketing activities.• Ensured effective control of online marketing results and took corrective action to guarantee that marketing campaigns and events fall within designated budgets.

As a Sales Banker at Wells Fargo, I was able to respond to customers’ concerns and help them define their financial goals by thinking critically, utilizing my problem solving abilities and developing customer relationships.• Received continual recognition for surpassing targets related to sales goals and quality assurance.• Demonstrated proactive sales advice to bank team members by being detail-oriented and searching for new sales opportunities when analyzing a customer’s financial profile.• Explained and determined interest rates on savings and credit products while implementing alternative banking solutions to ensure customer’s financial stability.• Educated clients on bank policies and procedures while making sure customers understand and manage accounts in the most effective way possible.

College Works Painting provides extraordinary training in leadership and management to college student entrepreneurs by way of real-world work experiences. Through running my own house painting business, the company helped me develop and demonstrate a strong skill set encompassing business ethics, communication, organization in management and sales, along with a firm understanding of the mechanics of leadership applicable to any profession.• Launched and managed a $60k house painting business in a single summer.• Maintained 'Top Manager' status in regards to profit and total business size.• Closed sales jobs averaging $3.5k, conducted painter interviews, processed payroll, and motivated employees to paint houses under determined budgets and expand our territory.• Oversaw door-to-door marketing sessions in order to develop a market and plan estimates for clients, homeowners and commercial building property managers.• Built permanent relationships with my employees, clients, and fellow managers while learning and implementing the dynamics of every business model.