Business Advisor, SMB, Rentals

About the team

The Rentals Sales Team provides outstanding advertising solutions and business consultation for Multi-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 Multi-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

SMB Business Advisors are focused on driving growth and retention within existing client portfolios while delivering best-in-class customer service. You will challenge and guide clients with insights that help them achieve their business goals, while also identifying new growth opportunities within their accounts. Success in this role is measured by account growth, retention, revenue generation, and activity KPIs.

As a change champion, you embrace new ideas, tools, and processes, helping both clients and your team adapt and thrive in a fast-paced, dynamic environment. You have a growth mindset and are motivated by helping clients succeed while strengthening their partnership with Zillow Rentals.

You Will Get To:

• Be an expert in all Zillow Rentals Network products and services

• Perform a high volume of calls (approximately 40 per day)  to increase participation from multifamily rental management companies

• Utilize Salesforce, Salesloft, and internal and third party reporting to prospect and strategize, log activity, and manage your calendar and opportunities.

• Clearly communicate performance expectations to clients internally and externally.

• Consistently meet and exceed success metrics, including revenue and retention, as well as activity based KPIS

• Excel in high-level conversations and presentations with decision-makers via Zoom and phone calls with a focus on building positive relationships to drive business results, as well as be proactive and reactive in servicing account needs

• 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 $31.10 - $49.70 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 $29.60 - $47.20 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 experience in inside sales doing business to business sales

• Proven track record 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” attitude via the phone and in person.

• High degree of ownership and dedication to work