Sales Executive, SMB Rentals

About The Team

The Small and Medium Business (SMB) Sales division at Zillow Rentals is dedicated to assisting small rental property owners and property management firms in connecting with a larger pool of renters through user-friendly marketing and leasing solutions. Operating within the Acquisition Sales group, this team concentrates on establishing new client relationships, providing value-driven advice, and ensuring partner success right from the start. Their combined efforts contribute to the growth of Zillow's Rentals marketplace while delivering prompt, considerate, and engaging service to customers.

About The Role

The Sales Executive for Rentals is responsible for acquiring and nurturing partnerships with small rental property owners and property management companies to broaden Zillow’s Rentals marketplace presence. Key focus areas include swift client qualification, effective value-centric selling, and ensuring a seamless onboarding experience so new partners can successfully utilize Zillow's rental solutions to reach more renters.

Key Responsibilities

• Manage the full sales lifecycle, including identifying prospective clients, marketing to existing accounts, addressing client needs, negotiating agreements, and closing deals.
• Become highly knowledgeable and authoritative regarding all Zillow Rentals Network products and services.
• Conduct a high volume of outreach calls and virtual meetings via Zoom to acquire new accounts and boost engagement from multifamily rental management firms.
• Stay informed on industry trends, market conditions, and advertising patterns to enhance sales strategies.
• Leverage tools such as Salesforce.com and Salesloft for prospecting, tracking activity, and organizing schedules and sales opportunities.
• Clearly communicate performance expectations to clients internally and externally.
• Consistently achieve and surpass assigned sales targets and key performance indicators.
• Engage confidently in high-level discussions and presentations with key decision-makers, emphasizing relationship-building to drive business success.
• Act as a representative and ambassador of Zillow Group, upholding the best interests of the company, its advertisers, and industry collaborators.
• Advocate the customer's perspective to influence enhancements in product, marketing, and sales processes.
• Implement the MEDDPICC sales methodology and apply Challenger sales principles to facilitate insightful, value-focused customer interactions.

Position Details

This is classified as a Field position, meaning most work is performed within a designated geographic territory determined by management. Employees are expected to reside within a reasonable commuting distance from their assigned region or service area, exercising personal judgment regarding commute feasibility while understanding the impact on time and cost.

Compensation

In states including California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington State, and Washington DC, the hourly base pay ranges from $29.30 to $46.70. For Colorado, Hawaii, Illinois, Maine, Minnesota, Nevada, Ohio, Rhode Island, Vermont, and Virginia, the hourly base pay ranges between $27.80 and $44.40. These ranges vary by location. Besides a competitive base salary, employees may receive incentive bonuses and equity awards, contingent on experience, job performance, and location.

Candidate Profile

• Bachelor’s degree in Business, Marketing, Communications, or related disciplines.
• At least two years’ experience in sales roles (inside or outside), preferably in business-to-business settings or selling to accounts with complex or multiple decision-makers.
• Proven track record of consistently meeting or exceeding sales quotas and key performance indicators.
• Energetic, motivated, and customer-focused with a positive, can-do attitude both over the phone and face-to-face.
• Highly responsible, efficient, and adaptable in a changing work environment.
• Strong prioritization, organization, and time-management capabilities.
• Excellent oral and written communication skills.
• Enthusiastic about engaging in strategic conversations with decision-makers and influencers.
• Proficient in Google Workspace (formerly G Suite) tools.
• Experience with Salesforce.com or similar CRM systems is advantageous.
• Willingness to travel two to three times per year for company events.

Company Overview

Zillow is transforming the real estate experience for buyers, sellers, renters, and financing customers across the United States through its leading online platform. Employees at all levels contribute to reshaping an industry and assisting more individuals in finding their homes.

Culture and Inclusion

Zillow is recognized among the nation’s best workplaces and is committed to fostering an innovative, inclusive, and engaging atmosphere where employees can flourish. They uphold equal employment opportunity policies that protect against discrimination on various bases including race, sex, age, disability, and more. Reasonable accommodations are provided upon request.

Legal and Compliance Notes

Zillow evaluates qualified applicants with arrest or conviction records in accordance with applicable state and local laws. Additional expectations for Los Angeles County employees include maintaining workplace safety, professionalism, adherence to company policies, excellent communication, and respect for colleagues and customers. Employment consideration is extended to applicants with criminal histories as guided by the Fair Chance Ordinance.