Mid-Market Account Executive, 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 Account Executive is a strategic sales professional responsible for growing revenue within Zillow Rentals’ Single Family Rentals business by converting active Feed Connect partners into paid Listing Spotlight partners. This role is focused on partners in the Mid-Market segment, where opportunities are more complex, deal sizes are larger, and success requires a consultative, multi-threaded sales approach.

In this role, you will own the full sales cycle, from prospecting and discovery through demo, negotiation, and close, while building strong relationships with multiple stakeholders across each account. 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. You will work across a defined Mid-Market territory, uncover partner needs, articulate the value of Zillow Rentals solutions, and drive high-quality acquisitions that result in strong long-term partnerships.

Success in this role requires a high level of strategic thinking, strong sales rigor, and the ability to navigate complex organizational structures with confidence. You should be comfortable engaging decision-makers, traveling in-market, and bringing a thoughtful, business-minded approach to every conversation.

As a Mid-Market Account Executive, you will be tasked with the following objectives:

• Drive the full sales cycle from prospecting through close for partners in the Mid-Market segment.

• Partner closely with SDRs within a pod-based acquisition model to maximize qualified meeting flow, while also self-sourcing pipeline and prospecting into active Feed Connect accounts to identify revenue opportunities and convert partners into paid Listing Spotlight customers.

• Conduct discovery, presentations, and demos over the phone, virtually, and in person to acquire new business and maximize revenue potential.

• Build and execute account strategies that identify key stakeholders, uncover business pain points, and align Zillow Rentals solutions to partner needs.

• Navigate complex organizational charts and multi-decision-maker sales cycles to build consensus and move opportunities forward.

• Maintain strong pipeline discipline and use Salesforce.com to manage activity, opportunity progression, forecasting, and account strategy.

• Build trust with partners by delivering a strong customer experience throughout the sales process and ensuring a thoughtful transition once a deal is closed.

• Travel in-market to meet with prospective partners, strengthen relationships, and demonstrate expertise in the industry and local market dynamics.

• Partner cross-functionally with internal teams including support, marketing, product, operations, and partner-facing teams to align on acquisition strategy and partner experience.

• Stay informed on industry trends and market conditions to effectively advise partners and position Zillow Rentals competitively.

• Meet and exceed assigned sales goals and other key performance metrics.

• Represent the voice of the customer internally to influence product, marketing, and sales process improvements.

Deadline to apply is EOD Monday, June 8th.

This role has been categorized as a Remote position. “Remote” employees do not have a permanent corporate office workplace and, instead, work from a physical location of their choice, which must be identified to the Company. U.S. employees may live in any of the 50 United States, with limited exceptions.

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 inside sales, outside sales, business-to-business sales, and/or selling into accounts with complex/multiple decision-makers.

• Proven full sales cycle experience in a quota-carrying role, including prospecting, discovery, demoing, negotiating, and closing.

• Ability and willingness to travel up to 50%.

• A passion for high-level conversations with decision-makers and influencers.

• High degree of ownership and dedication to work quickly and accurately in a rapidly changing environment.

• Excellent interpersonal and relationship-building skills, with the ability to establish trust and credibility across multiple stakeholders.

• Strong presentation and communication skills, both written and verbal.

• Proven track record of meeting and exceeding sales goals and other key performance metrics.

• High energy and strong desire to achieve top results, with a positive, professional, and resilient approach.

• Experience using Salesforce.com or similar CRM tools preferred.

• Highly proficient in Microsoft Office and comfortable working with data and sales tools to guide strategy and execution.

• Customer-centric and consultative, with a strong commitment to helping partners achieve their business goals through Zillow Rentals.

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.