Business Advisor, Single Family, Rentals

Zillow

3d•$30 - $51•Remote

About The Position

The Business Advisor, Single Family, Rentals is an inside sales role on Zillow Rentals’ Single Family Rentals team. The role owns and grows a book of existing rental-property partners by driving Listing Spotlight revenue through portfolio penetration, upselling, and expansion, while protecting partner relationships and supporting retention. Advisors use partners’ performance and vacancy data to explain the cost of vacancies and present data-driven recommendations. They conduct recurring virtual business reviews and sales conversations, manage transitions from the acquisition team, identify churn risk, and represent the customer’s perspective to internal teams. The role is remote and may be performed from an identified physical location in the United States, subject to limited exceptions. Compensation includes a location-specific hourly base-pay range, incentive compensation, and equity awards.

Requirements

At least 2 years of Account Management experience.
A proven record of meeting and exceeding sales quotas and other key performance metrics.
Comfort with cold calling, prospecting, and asking for the sale, including with existing partners.
Ability to sell consultatively, use data to tell a clear story, and connect products to a partner’s bottom line.
Ability to build relationships and trust while driving revenue and retention.
High energy, a strong desire to achieve results, and a personable, positive, can-do attitude.
Strong ownership and the ability to work quickly and accurately in a rapidly changing environment.
Adaptability and coachability, including the ability to adjust as priorities, processes, and the role evolve.
Strong prioritization and time-management skills in a high-volume inside sales environment.
Ability and interest in presenting and having high-level conversations with decision-makers and influencers by phone and Zoom.
Excellent written and verbal communication skills.
High proficiency in Microsoft Office, Windows-based applications, G-Suite, and Tableau.
Proficiency in Excel, Salesforce, and other data-analytic tools, including Google Analytics.

Nice To Haves

Salesforce.com or other CRM experience.

Responsibilities

Develop expertise in Zillow Rentals Network products and services, particularly Listing Spotlight.
Own a book of Single Family Rental partners and grow Listing Spotlight sales through portfolio penetration, upselling, and expansion.
Lead recurring Zoom business reviews covering listing performance and vacancy data, quantify vacancy losses, and build a data-driven case for Listing Spotlight.
Conduct partner meetings as acquisition conversations, including discovery, tailored recommendations, a direct ask, and defined next steps while maintaining long-term relationships.
Perform a high volume of outbound calls, emails, and virtual meetings.
Map accounts, identify decision-makers and stakeholders, uncover pain points, and surface upsell and cross-sell opportunities.
Manage partner transitions from the acquisition team, set expectations, and move partners toward an initial expansion conversation.
Lead retention conversations, identify churn risks early, and address objections concerning pricing, performance, and competing priorities.
Use Salesforce.com and related tools to manage activity, pipeline discipline, forecast accuracy, and portfolio priorities.
Meet and exceed success metrics, including net-new Listing Spotlight revenue, retention, and activity-based KPIs.
Represent Zillow Group and the interests of the company, advertisers, and industry partners.
Share customer feedback to inform product, marketing, and sales-process improvements.