Account Executive, Single Family Rentals

About The Team

The Rentals Sales Team provides outstanding advertising solutions and business consultation for Single 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.

About The Role

Account Executives are dedicated to driving acquisition within an existing customer base by converting active Feed Connect partners into paid Listing Spotlight partners. While this role does not focus on traditional net-new logo acquisition, it is a true hunter motion. Account Executives own a high-velocity sales motion focused on discovery, demos, objection handling, negotiation, and closing. This role sits within a pod-based acquisition model that pairs AEs closely with SDRs, while still requiring AEs to self-source pipeline and manage the full sales cycle when needed.

• Drive the full sales cycle from prospecting through close for Feed Connect partners who have not yet adopted Listing Spotlight.
• Execute discovery calls and demos that clearly articulate the value of Listing Spotlight and convert partners into paid customers.
• Prospect into an assigned territory of active Feed Connect accounts in the SMB segment to create and progress pipeline.
• Partner closely with SDRs to maximize qualified meeting flow, while self-sourcing opportunities when appointment volume falls below what is needed to achieve quota.
• Maintain a high level of sales activity across calls, virtual meetings, demos, follow-up, and pipeline management.
• Use Salesforce.com to prospect, manage activity, maintain pipeline hygiene, and move opportunities efficiently through the funnel.
• Build trust with partners by providing a strong experience throughout the sales process, maintaining continuity with existing Feed Connect relationships, and ensuring a thoughtful transition once sold.
• Meet and exceed assigned sales goals and key performance metrics tied to Listing Spotlight sales volume and account conversion.
• Deliver a clean post-sale handoff by routing newly sold partners to the Growth & Retention team.
• Serve as a strong brand ambassador for Zillow Group and build trust with partners through a professional, consultative sales approach.

Who You Are

• 1+ years of full sales cycle experience in inside sales, business-to-business sales, or acquisition-focused selling, including prospecting, discovery, demoing, negotiating, and closing.
• Proven track record of meeting and exceeding sales goals and other key performance metrics in a high-activity environment.
• Skilled at balancing closing responsibilities with consistent outbound prospecting and disciplined pipeline management.
• Strong discovery, demo, objection-handling, and closing skills with the ability to create urgency and drive action.
• Effective at building trust quickly and leading productive conversations with decision-makers and influencers.
• High degree of ownership and dedication to work quickly and accurately in a rapidly changing environment.
• Organized, resourceful, and able to prioritize effectively across a high-volume book of opportunities.
• High degree of ownership and ability to execute quickly and accurately in a constantly evolving environment.
• Proficient in Salesforce.com or similar CRM tools, with strong comfort across Google Workspace tools.
• Customer-centric and consultative, with the ability to maintain strong partner experiences while staying focused on acquisition outcomes.
• High energy, competitive drive, and a strong desire to win while contributing positively to the team culture.