Business Advisor, SMB, Rentals

About the team

The Rentals Sales Team provides outstanding 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 more thoughtful decisions about buying, renting, owning, and selling homes. 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 business. Our team embodies the spirit of all our core values and plays a significant part in our organization's success.

SMB Business Advisors are focused on driving growth and retention within existing client portfolios while delivering best‑in‑class customer service. You will challenge and guide clients with insights that help them achieve their business goals, while also identifying new growth opportunities within their accounts. Success in this role is measured by account growth, retention, revenue generation, and activity KPIs. As a change champion, you embrace new ideas, tools, and processes, helping both clients and your team adapt and thrive in a fast‑paced, dynamic environment.

You have a growth mindset and are motivated by helping clients succeed while strengthening their partnership with Zillow Rentals.

• Be an expert in all Zillow Rentals Network products and services.
• Perform a high volume of calls (approximately 40 per day) to increase participation from multifamily rental management companies.
• Utilize Salesforce, Salesloft, and internal and third‑party reporting to prospect and strategize, log activity, and manage your calendar and opportunities.
• Clearly communicate performance expectations to clients internally and externally.
• Consistently meet and exceed success metrics, including revenue and retention, as well as activity‑based KPIs.
• Excel in high‑level conversations and presentations with decision‑makers via Zoom and phone calls, building positive relationships to drive business results, and be proactive and reactive in servicing account needs.
• 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 processes and improvement.
• Execute against the MEDDPICC sales process and adopt Challenger principles in every customer interaction to drive insight‑led, value‑based conversations.

This role has been categorized as a Field position. Employees are expected to live within a reasonable commuting distance to their region and/or service area.

In California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC the standard base pay range for this role is $31.10 – $49.70 per hour. In Colorado, Hawaii, Illinois, Maine, Minnesota, Nevada, Ohio, Rhode Island, Vermont, and Virginia the standard base pay range is $29.60 – $47.20 per hour. The base pay range is specific to these locations and may not apply elsewhere.

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.

• 1+ years of experience in inside sales doing business‑to‑business sales.
• Proven track record meeting and exceeding sales goals and other key performance metrics.
• Possess high energy and a strong desire to achieve top results with a personable, positive “can‑do” attitude via the phone and in person.
• High degree of ownership and dedication to work quickly and accurately in a rapidly changing environment.
• Ability to prioritize and utilize time management.
• Excellent written and verbal communication skills.
• Adaptable in communication and sales strategies to best serve different partners and markets, and grow partnerships via different strategies.
• Proactively seeks coaching and feedback, always learning from misses or…