Business Advisor, Major Market, Rentals

About the Team

The Rentals Sales Team is a dynamic and collaborative unit dedicated to delivering inventive advertising solutions and business consultation to Multi-Family partners across the U.S. We work to empower Zillow Group users with insightful information for renting, buying, owning, and selling homes. The team supports rental property owners and operators by providing innovative technology, strategic data insights, and comprehensive training, all aimed at fostering client growth. We uphold Zillow's core values and contribute significantly to the company's success.

About the Role

The Business Advisor is responsible for managing high-value rental relationships within leading metropolitan areas, focusing on increasing client retention, improving performance metrics, and expanding portfolio growth for Zillow's Rentals business. This role emphasizes consultative account management, leveraging data-driven insights and engaging in cross-functional partnerships to boost product adoption and create measurable value for regional partners.

Key Responsibilities

• Develop expertise in all Zillow Rentals Network products and offerings.
• Conduct frequent outbound calls to enhance engagement among multifamily rental management companies.
• Utilize Salesforce.com for prospecting, activity logging, scheduling, and opportunity tracking.
• Participate in multifamily rentals industry events such as conferences, association meetings, tradeshows, and property management gatherings to grow partnerships, increase revenue, and raise Zillow Rental Network’s profile.
• Communicate performance goals clearly to clients and internal stakeholders.
• Consistently meet and surpass success benchmarks, including revenue and retention targets.
• Engage in high-level discussions and presentations with decision-makers to build strong relationships that drive business outcomes.
• Act as an ambassador for Zillow Group, representing the organization's, advertisers', and partners' interests.
• Gather and relay customer feedback to influence product development, marketing strategies, and sales processes.
• Apply the MEDDPICC sales methodology and Challenger sales principles to foster insight-driven, value-oriented client conversations.

Additional Role Information

This is classified as a Field position, requiring the majority of work to take place within a designated geographic area. Employees should reside within a reasonable commuting distance to their assigned region or service area and understand the time and cost implications of daily travel.

Compensation

Base salary ranges vary by location. For states including California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC, the annual pay ranges from $81,200 to $129,800. In Colorado, Hawaii, Illinois, Maine, Minnesota, Nevada, Ohio, Rhode Island, Vermont, and Virginia, the salary ranges from $77,200 to $123,200 per year. These ranges may not apply in other regions. Employees are eligible for additional incentive compensation and equity awards, which vary with experience, performance, and location.

Candidate Profile

• Bachelor’s degree in Business, Marketing, Communications, or related discipline.
• Minimum of 8 years’ experience in outside sales or B2B sales, especially involving complex accounts with multiple decision-makers.
• Proven history of consistently surpassing sales targets and key metrics.
• High energy levels paired with a proactive and positive approach when engaging via phone or in person.
• Strong ownership mindset, capable of working accurately and efficiently in a fast-paced environment.
• Excellent prioritization and time management abilities.
• Outstanding verbal and written communication skills.
• Passion for engaging in meaningful dialogue with decision-makers and key stakeholders.
• Willingness to travel up to 50% of the time.
• Advanced proficiency with Microsoft Office suite, Windows applications, Excel, Salesforce, Google Analytics, and other data tools.
• Experience with Salesforce.com or similar Customer Relationship Management (CRM) systems is desirable.

Equal Opportunity and Compliance

Zillow Group is an equal opportunity employer fostering an inclusive, innovative workplace where employees are empowered to grow. Employment decisions are made regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or veteran status. Accommodations are available for disabilities or special needs upon request.

Qualified candidates with arrest or conviction records will be considered in compliance with applicable laws. For applicants in Los Angeles County, job duties include working cooperatively and safely with others, maintaining excellence under stress, effective communication for superior customer service, and adherence to legal and company policies. Criminal history may impact ability to perform certain duties safely and trustworthily, but all qualified applicants will be fairly considered under county ordinances.