Mid-Market Account Executive, Single Family Rentals

Zillow

4d•$72,500 - $121,800•Remote

About The Position

The Mid-Market Account Executive is a strategic sales professional responsible for growing revenue within Zillow Rentals’ Single Family Rentals business by converting active Feed Connect partners into paid Listing Spotlight partners. This role is focused on partners in the Mid-Market segment, where opportunities are more complex, deal sizes are larger, and success requires a consultative, multi-threaded sales approach. In this role, you will own the full sales cycle, from prospecting and discovery through demo, negotiation, and close, while building strong relationships with multiple stakeholders across each account. This role sits within a pod-based acquisition model that pairs AEs closely with SDRs, while still requiring AEs to self-source pipeline and manage the full sales cycle when needed. You will work across a defined Mid-Market territory, uncover partner needs, articulate the value of Zillow Rentals solutions, and drive high-quality acquisitions that result in strong long-term partnerships. Success in this role requires a high level of strategic thinking, strong sales rigor, and the ability to navigate complex organizational structures with confidence. You should be comfortable engaging decision-makers, traveling in-market, and bringing a thoughtful, business-minded approach to every conversation.

Requirements

2+ years of experience in inside sales, outside sales, business-to-business sales, and/or selling into accounts with complex/multiple decision-makers.
Proven full sales cycle experience in a quota-carrying role, including prospecting, discovery, demoing, negotiating, and closing.
Ability and willingness to travel up to 50%.
A passion for high-level conversations with decision-makers and influencers.
High degree of ownership and dedication to work quickly and accurately in a rapidly changing environment.
Excellent interpersonal and relationship-building skills, with the ability to establish trust and credibility across multiple stakeholders.
Strong presentation and communication skills, both written and verbal.
Proven track record of meeting and exceeding sales goals and other key performance metrics.
High energy and strong desire to achieve top results, with a positive, professional, and resilient approach.
Highly proficient in Microsoft Office and comfortable working with data and sales tools to guide strategy and execution.
Customer-centric and consultative, with a strong commitment to helping partners achieve their business goals through Zillow Rentals.

Nice To Haves

Experience using Salesforce.com or similar CRM tools preferred.

Responsibilities

Drive the full sales cycle from prospecting through close for partners in the Mid-Market segment.
Partner closely with SDRs within a pod-based acquisition model to maximize qualified meeting flow, while also self-sourcing pipeline and prospecting into active Feed Connect accounts to identify revenue opportunities and convert partners into paid Listing Spotlight customers.
Conduct discovery, presentations, and demos over the phone, virtually, and in person to acquire new business and maximize revenue potential.
Build and execute account strategies that identify key stakeholders, uncover business pain points, and align Zillow Rentals solutions to partner needs.
Navigate complex organizational charts and multi-decision-maker sales cycles to build consensus and move opportunities forward.
Maintain strong pipeline discipline and use Salesforce.com to manage activity, opportunity progression, forecasting, and account strategy.
Build trust with partners by delivering a strong customer experience throughout the sales process and ensuring a thoughtful transition once a deal is closed.
Travel in-market to meet with prospective partners, strengthen relationships, and demonstrate expertise in the industry and local market dynamics.
Partner cross-functionally with internal teams including support, marketing, product, operations, and partner-facing teams to align on acquisition strategy and partner experience.
Stay informed on industry trends and market conditions to effectively advise partners and position Zillow Rentals competitively.
Meet and exceed assigned sales goals and other key performance metrics.
Represent the voice of the customer internally to influence product, marketing, and sales process improvements.