About the roleSingle Family Business Advisors drive Listing Spotlight revenue within Zillow Rentals' existing partner base. This Inside Sales role focuses on penetrating and expanding a book of Single Family Rental partners, while protecting and growing those relationships over time.
In this role, you will treat every partner conversation as a sales opportunity. You will walk partners through their own performance data, quantify the cost of vacancy in their portfolio, and position Listing Spotlight as the solution. You will support partners transitioning from our acquisition team, and lead retention conversations. Success requires a hunter's drive, a consultative sales mindset, strong business acumen, and the ability to sell and build trust in the same conversation.
As part of a growing Zillow Rentals organization, this role will continue to evolve. Single Family Business Advisors thrive in a fast-paced, ever-changing environment, adapt quickly as priorities shift, and bring a positive, solutions-oriented approach to their work.
You Will Get To:- Be an expert in all Zillow Rentals Network products and services, with deep command of Listing Spotlight and the value it delivers.
- Own a book of Single Family Rental partners and drive Listing Spotlight sales through portfolio penetration, upsell, and expansion.
- Lead recurring Zoom business reviews that walk partners through their listing performance and vacancy data, quantify the cost of vacancy loss, and build a data-driven case for Listing Spotlight.
- Run partner meetings as acquisition conversations, with clear discovery, a tailored recommendation, a direct ask, and defined next steps, while maintaining a long-term relationship.
- Perform a high volume of outbound calls, emails, and virtual meetings.
- Map accounts to identify decision-makers and additional stakeholders, uncover pain points, and proactively surface upsell and cross-sell opportunities across each partner's portfolio.
- Manage smooth transitions for partners handed off from the acquisition team, setting expectations and quickly moving to the first expansion conversation.
- Lead retention conversations, identify churn risk early, and handle objections on pricing, performance, and competing priorities.
- Utilize Salesforce.com and related tools to manage activity, maintain pipeline discipline and forecast accuracy, and prioritize opportunities within your portfolio.
- Consistently meet and exceed success metrics, led by net-new Listing Spotlight revenue and supported by retention and activity-based KPIs.
- 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 improvement.
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 $32.00 - $51.20 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 $30.40 - $48.60 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- 2+ years of Account Management experience.
- Proven track record of meeting and exceeding sales quotas and other key performance metrics.
- Hunter mentality: comfortable cold calling, prospecting, and asking for the sale, including with partners you already know well.
- Consultative seller who can use data to tell a clear story and tie a product to a partner's bottom line.
- Skilled at building relationships, establishing trust, and using business conversations to drive both new revenue and retention.
- High energy and a strong desire to achieve top results with a personable, positive, can-do attitude.
- High degree of ownership and dedication to work quickly and accurately in a rapidly changing environment.
- Adaptable and coachable, able to pivot as priorities, processes, and the role itself evolve.
- Strong ability to prioritize, manage time effectively, and operate successfully in a high-volume inside sales environment.
- A passion for high-level conversations and presentations with decision-makers and influencers via phone and Zoom.
- Excellent written and verbal communication skills.
- Highly proficient in Microsoft Office, Windows-based applications, G-Suite, and Tableau.
- Proficient in Excel, Salesforce, and other data analytic tools, including Google Analytics.
- Salesforce.com or other CRM experience preferred.
