Mid-Market Business Advisor, Single Family, Rentals

About the role

The Rentals Sales Team provides outstanding advertising solutions and business consultation for Single Family partners. Specifically, the Single Family Rentals team works with owners and operators of rental properties throughout the U.S., helping connect rental shoppers with the property they will next call home. We provide creative technological solutions, strategic data, and strong training and development to help our partners grow. 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. You Will Get To 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. This role has been categorized as a Field position. "Field" employees perform the majority of their work in a specified geographic location set by their management team. Employees are expected to live within a reasonable commuting distance to their region and/or service area. ZG has not defined a reasonable distance and expects employees will use judgment in determining this for themselves and understand the implications regarding time commitment and cost of daily commute. In California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC the standard base pay range for this role is $76,200.00 - $121,800.00 annually. 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 $72,500.00 - $115,700.00 annually. 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.

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.
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