Sales Executive, 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. 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

Sales Executives are responsible for generating net new business and positioning Zillow Rentals as the premier advertising platform in the multifamily rental category. You will drive revenue growth by providing unique insights and guiding partners to recognize the value of Zillow Rentals for their business.

Success in this role requires strategic selling skills, the ability to teach and tailor insights to each prospect, and the confidence to lead high-level conversations with decision-makers.

You will get to:

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

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

• Perform a high volume of based 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 based on the market assigned upon hire

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

• Communicate performance expectations to clients internally and externally.

• Meet and exceed assigned 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 $24.10 - $38.50 hourly. This base pay range is specific to these locations and may not be applicable to other locations. In Colorado, Hawaii, Illinois, Minnesota, Nevada, Ohio, Rhode Island, and Vermont the standard base pay range for this role is $22.90 - $36.50 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 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 env