Mid-Market Business Advisor, Single Family, Rentals

About the team 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. About the role 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. Who you are 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. Salesforce.com or other CRM experience preferred. 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. Transferable Skills Here at Zillow, we value the experience and perspective of candidates with non-traditional backgrounds. We encourage you to apply if you have transferable skills or related experiences, even if your background does not align perfectly with every qualification listed above. Get to know us At Zillow, we’re reimagining how people move—through the real estate market and through their careers. As the most-visited real estate platform in the U.S., we help customers navigate buying, selling, financing and renting with greater ease and confidence. Whether you're working in tech, sales, operations, or design, you’ll be part of a company that's reshaping an industry and helping more people make home a reality. Zillow is honored to be recognized among the best workplaces in the country. Zillow was named one of FORTUNE 100 Best Companies to Work For® in 2025, and included on the PEOPLE Companies That Care® 2025 list, reflecting our commitment to creating an innovative, inclusive, and engaging culture where employees are empowered to grow. No matter where you sit in the organization, your work will help drive innovation, support our customers, and move the industry—and your career—forward, together. Zillow Group is an equal opportunity employer committed to fostering an inclusive, innovative environment with the best employees. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please contact your recruiter directly. Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable state and local law. Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Create job alert email notifications. Log into your existing Workday profile, or create a profile to get started. It’s the easiest way to stay in the loop–no application needed. At Zillow, flexibility isn’t a perk–it’s how we work. Cloud HQ is our distributed-first model, built on trust, clear systems, and the belief that you can do great work from wherever you are. It’s not about where you work. It’s about moving forward–together.