Mid-Market Business Advisor, Single Family, Rentals

Zillow

4d•$72,500 - $121,800•Onsite

About The Position

The Mid-Market Business Advisor is a strategic, post-sale growth role responsible for driving retention, expansion, and long-term partner value within Zillow Rentals’ existing partner base. This role supports partners in the Mid-Market segment who have adopted Listing Spotlight and require a more consultative, high-touch approach to growth, retention, and portfolio strategy. Managing a capped territory of high-value partners, the Mid-Market Business Advisor is responsible for protecting recurring revenue, deepening product adoption, uncovering expansion opportunities, and building strong multi-level relationships across each account. Success in this role requires strong business acumen, executive presence, strategic account planning, and the ability to navigate complex organizational structures and renewal conversations with confidence. This is a role for a seller who can operate as a trusted business partner to larger portfolio operators while balancing revenue protection with insight-led growth strategy.

Requirements

2+ years of experience in outside sales, business-to-business sales, and/or selling into accounts with complex or multiple decision-makers.
Proven track record of meeting and exceeding sales goals and other key performance metrics.
Skilled at managing a smaller number of high-value, complex accounts with strong prioritization and time management.
Strong executive presence and comfort leading high-level conversations with decision-makers and influencers.
Excellent written and verbal communication skills.
High degree of ownership and dedication to work quickly and accurately in a rapidly changing environment.
Skilled at executive multi-threading, strategic account planning, and navigating complex renewals or revenue-risk conversations.
Customer-centric and consultative, with the ability to balance partner advocacy, commercial rigor, and long-term account growth.
Proficient in Excel, Salesforce, and other data analytic tools, including Google Analytics.
Ability and willingness to travel up to 50%.
High energy and a strong desire to achieve top results with a positive, professional approach both virtually and in person.

Nice To Haves

Salesforce.com or other CRM experience preferred.

Responsibilities

Own and grow a portfolio of Mid-Market Single Family Rental partners in the Mid-Market segment with a focus on retention, expansion, and long-term revenue growth.
Build strategic relationships across partner organizations, including executive stakeholders, economic buyers, and day-to-day operators.
Develop tailored account strategies and success plans aligned to each partner’s business objectives, portfolio needs, and growth goals.
Lead strategic business reviews and value-based conversations that deepen adoption and position Zillow Rentals as a critical growth partner.
Identify and execute expansion opportunities within existing partner portfolios by mapping accounts, uncovering pain points, and aligning solutions to partner needs.
Navigate complex renewals, organizational structures, and risk scenarios to protect recurring revenue and maintain strong partner retention.
Serve as the primary escalation point for strategic partner needs and work cross-functionally to resolve issues, strengthen relationships, and improve partner outcomes.
Maintain strong portfolio discipline using Salesforce.com and related tools to manage activity, forecasting, account strategy, and opportunity progression.
Travel in-market to meet with partners, strengthen relationships, and support high-impact business conversations when needed.
Consistently meet and exceed revenue, retention, and performance goals tied to a net growth and retention model.
Represent the voice of the partner internally to influence product, marketing, sales process, and partner experience improvements.
Serve as a brand ambassador for Zillow Group and bring a consultative, strategic, and partner-first approach to every interaction.