Sales Executive, SMB, Rentals

About the team

The SMB Sales team within Zillow Rentals helps small rental property owners and property management businesses connect with more renters through solutions designed to simplify marketing and leasing. As part of our Acquisition Sales organization, this team focuses on building new relationships, delivering value-based guidance, and setting partners up for success from their first interaction with Zillow. Together, we’re expanding Zillow’s Rentals marketplace while supporting customers with a fast, thoughtful, and welcoming experience.

About the role

The Sales Executive, Rentals acquires and grows relationships with small rental property owners and property management companies to expand Zillow’s Rentals marketplace. The role focuses on rapid qualification, efficient value‑based selling, and smooth onboarding to help new partners successfully adopt Zillow’s Rentals solutions and reach more renters.

You will get to

• Drive the new business sales cycle including identifying potential clients, selling into your current book of accounts, resolving prospect’s needs, negotiating, and closing.

• Be an authority in all Zillow Rentals Network products and services.

• Perform a high volume of calls which include Zoom meetings to secure new accounts and increase participation from multifamily rental management companies.

• Utilize the resources provided to increase knowledge of trends, market conditions, and advertising tendencies.

• Use Salesforce.com & Salesloft to prospect, log activity, and manage your calendar and opportunities.

• Communicate performance expectations to clients internally and externally.

• Meet and exceed assigned key performance metrics and sales quota.

• An ability to excel in high-level conversations and presentations with decision-makers with a focus on building positive relationships to drive business results.

• Serve as a brand ambassador for Zillow Group, representing the best interests of the company, its advertisers, and industry partners.

• Represent the voice of the customer to influence product, marketing, and sales process and improvement.

• Execute against the MEDDPICC sales process and adopt Challenger principles in every customer interaction to drive insight-led, value-based conversations.

This role has been categorized as a Field position. “Field” employees perform the majority of their work in a specified geographic location set by their management team. Employees are expected to live within a reasonable commuting distance to their region and/or service area. ZG has not defined a reasonable distance and expects employees will use judgment in determining this for themselves and understand the implications regarding time commitment and cost of daily commute.

In California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC the standard base pay range for this role is $29.30 - $46.70 hourly. This base pay range is specific to these locations and may not be applicable to other locations. In Colorado, Hawaii, Illinois, Maine, Minnesota, Nevada, Ohio, Rhode Island, Vermont, and Virginia the standard base pay range for this role is $27.80 - $44.40 hourly. The base pay range is specific to these locations and may not be applicable to other locations.

In addition to a competitive base pay, employees in this role are eligible for incentive compensation and equity awards. Actual amounts will vary depending on experience, performance and location.

Who you are

• Bachelor’s degree in Business, Marketing, Communications, or a related field.

• 2+ years of experience in inside or outside sales, business-to-business sales, and/or selling into accounts with complex/multiple decision-makers.

• Consistent record of meeting and exceeding sales goals and other key performance metrics.

• Possess high energy and a strong desire to achieve top results with a personable, positive “can-do” demeanor via the phone and in person.

• High degree of ownership and dedication to work quickly and accurately in a constantly evolving environment.

• Ability to prioritize and utilize time management.

• Excellent written/verbal communication skills.

• A passion for high-level conversations with decis