Director, Rentals Sales

About the team

The Rentals Sales Team provides best-in-class 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 savvy decisions about buying, renting, owning, and selling homes. 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 businesses. Our team embodies the spirit of all our core values and plays a significant part in our organization's success. Come join us!

About the role

We are on the search for an energetic, driven, and dedicated Director of Sales to support the significant expansion of our Rentals marketplace in the Small and Medium Business channel. As the leader of multiple Regional Sales Managers, this role takes charge of implementing the go-to-market strategy and sales enablement tactics. Reporting directly to the Senior Director of the SMB Rentals Channel, our new Director will focus on increasing sales efficiency to secure new partners while ensuring the growth and retention of existing ones. The role also involves acting as the Rentals Sales point-of-contact for our internal operations through Sales Enablement, ensuring seamless use of technology, and providing comprehensive analytics across the entire partner lifecycle. The successful candidate will also hold mentorship and team development duties, further elevating their critical role within our organization.

You Will Get To:

• Spearhead all aspects of sales, strategy development, and team growth in your segment of the Small and Medium Business (SMB) channel of Rentals Sales.
• Guide and hold leaders accountable in refining sales processes and metrics, emphasizing revenue, sales speed, and close rates, and promoting the adoption of relevant sales applications and technologies.
• Foster a high-performing sales culture marked by positivity, constant improvement, and achievement of ambitious targets.
• Partner with internal teams to expedite project initiatives, optimize sales processes, and ensure smooth introduction of new products and procedures.
• Uphold world-class coaching, development, and performance management aligned with leadership principles and standards.
• Consistently monitor, analyze, and report sales metrics to the Senior Director and partners, while accurately forecasting sales performance.
• Standardize processes including activity metrics, sales workflow, and operational cadence, while driving the implementation of Rentals Sales performance plans.
• Craft and implement recruitment and retention strategies to maintain a successful sales region.
• Collaborate closely with the training organization to implement effective onboarding and ongoing training programs.
• Utilize a detailed understanding of sales modeling to independently manage sales forecasts, providing a major view of sales productivity.
• Serve as a trusted advisor to the Senior Director and internal partners, sharing vital client feedback to shape sales strategy, product planning, and internal operations.
• Cultivate and maintain strong customer relationships, expertly guiding client relationships through the sales funnel while forming the pillar of the sales team's efforts.
• Advocate for the company's values and behaviors, prioritizing the satisfaction of the sales team, and setting ambitious yet achievable targets.
• Handle large-scale projects in support of SMB and Rentals, while providing regional support and coverage as needed.
• Stay informed about multi-family market trends and competition, positioning yourself as an industry expert.

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. Employees may live in any of the 50 US States, with limited exceptions. In certain cases, an employee in a remote-designated job may need to live in a specific region or time zone to support customers or clients as part of their role.

In California, Colorado, Connecticut, Nevada, New York and Washington the standard base pay range for this role is $146,300.00 - $233,700.00 Annually. This base pay range is specific to California, Colorado, Connecticut, Nevada, New York and Washington 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