Business Advisor, Enterprise, Rentals
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Job Description
Enterprise Business Advisor driving Zillow Rentals revenue, listings, and strategic partnerships. Managing complex negotiations, renewals, and growth with major U.S. rental property operators.
Responsibilities:
- Drive the new business sales cycle, including identifying decision makers, resolving prospect needs, overcoming objections, negotiating, and closing.
- Become an expert in Zillow Rentals Network products and services.
- Conduct high-volume nationally based calls and face-to-face meetings to secure new business, upsell revenue, and increase partner participation.
- Expand knowledge of industry trends, market conditions, competitors, and advertising tendencies.
- Use Salesforce.com to prospect, log activity, manage the calendar, and track opportunities.
- Participate in conferences, association meetings, tradeshows, and property management company meetings.
- Initiate new industry relationships through referrals, associations, and networking.
- Meet and exceed quarterly sales quotas.
- Engage C-suite leaders and multi-business-unit stakeholders to drive strategic enterprise growth.
- Lead complex, multi-party enterprise negotiations involving contract structuring, pricing strategy, and cross-functional alignment.
- Own renewal, retention, and risk management across strategic accounts.
- Develop and execute strategic account plans.
- Serve as a trusted advisor for Zillow’s largest and most complex partners.
- Represent Zillow Group, its advertisers, and industry partners as a brand ambassador.
- Represent customer needs internally to influence product roadmaps, marketing strategies, and sales process improvements.
- Mentor Strategic Account Management employees and contribute to onboarding, best-practice development, and thought leadership.
- Contribute to enterprise go-to-market evolution, product pilots, and emerging initiatives.
- Operate autonomously and lead cross-functional workstreams as needed.
- Execute the MEDDPICC sales process and adopt Challenger principles in customer interactions.
Requirements:
- Bachelor’s degree in Business, Marketing, Economics, Finance, or a related field.
- 10+ years sales/account management experience.
- High energy and strong desire to achieve top results with a charismatic, positive can-do attitude virtually and in-person.
- Proven relationship-building ability to drive revenue growth.
- High degree of ownership, independence, and dedication to working quickly and accurately in a rapidly changing environment.
- Ability to present to decision makers up to and including C-Suite.
- Passion for high-level conversations with decision makers and influencers.
- Excellent written/verbal communication skills.
- Proven track record meeting and exceeding sales goals and other key performance metrics.
- Highly proficient in Microsoft Office and Windows-based applications.
- Salesforce.com or other CRM experience is preferred.
- Proficient use of Excel, Tableau, and other data analytic tools, including Google Analytics.
- Ability and willingness to travel up to 50%.
Benefits:
- Incentive compensation
- Equity awards
- Remote work from a physical location of choice
- Eligibility to live in any of the 50 United States, with limited exceptions
- Travel opportunities up to 50%
- Cloud HQ distributed-work flexibility
- Inclusive, innovative, and engaging workplace culture
- Professional growth opportunities
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