Account Executive, Single Family Rentals

About the team

The Rentals Sales Team provides outstanding advertising solutions and business consultation for Single Family partners. We are a team of fun, high-energy individuals committed to helping Zillow Group users make more thoughtful decisions about buying, renting, owning, and selling homes. Does that sound like you? Then keep reading on! Specifically, the Single Family Rental sales team works with owners and operators of rental properties throughout the US, helping to connect rental shoppers with the property they will next call home. We provide creative technological solutions, strategic data, and excellent training and development to amplify our clients' growth as true partners in their business. Our team embodies the spirit of all our core values and plays a significant part in our organization's success.

About the role

Account Executives are dedicated to driving acquisition within an existing customer base by converting active Feed Connect partners into paid Listing Spotlight partners. While this role does not focus on traditional net-new logo acquisition, it is a true hunter motion.

Account Executives own a high-velocity sales motion focused on discovery, demos, objection handling, negotiation, and closing. This role sits within a pod-based acquisition model that pairs AEs closely with SDRs, while still requiring AEs to self-source pipeline and manage the full sales cycle when needed.

As an Account Executive, you will be tasked with the following objectives:

• Drive the full sales cycle from prospecting through close for Feed Connect partners who have not yet adopted Listing Spotlight.

• Execute discovery calls and demos that clearly articulate the value of Listing Spotlight and convert partners into paid customers.

• Prospect into an assigned territory of active Feed Connect accounts in the SMB segment to create and progress pipeline.

• Partner closely with SDRs to maximize qualified meeting flow, while self-sourcing opportunities when appointment volume falls below what is needed to achieve quota.

• Maintain a high level of sales activity across calls, virtual meetings, demos, follow-up, and pipeline management.

• Use Salesforce.com to prospect, manage activity, maintain pipeline hygiene, and move opportunities efficiently through the funnel.

• Build trust with partners by providing a strong experience throughout the sales process, maintaining continuity with existing Feed Connect relationships, and ensuring a thoughtful transition once sold.

• Meet and exceed assigned sales goals and key performance metrics tied to Listing Spotlight sales volume and account conversion.

• Deliver a clean post-sale handoff by routing newly sold partners to the Growth & Retention team

• Represent the voice of the customer internally to help improve product, marketing, and sales processes.

• Serve as a strong brand ambassador for Zillow Group and build trust with partners through a professional, consultative sales approach.

This role has been categorized as a Remote position. “Remote” employees do not have a permanent corporate office workplace and, instead, work from a physical location of their choice, which must be identified to the Company. U.S. employees may live in any of the 50 United States, with limited exceptions.

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

• 1+ years of full sales cycle experience in inside sales, business-to-business sales, or acquisition-focused selling, including prospecting, discovery, demoing, negotiating, and closing.

• Proven track record of meeting and exceeding sales goals and other key performance metrics in a high-activity environment.

• Skilled at balancing closing responsibilities with consistent outbound prospecting and disciplined pi