General Manager, Smb, Rentals Sales

About the team

The Rentals Sales Team provides best-in-class advertising solutions and business consultation for Multi-Family partners. We are a team of fun, high-energy individuals committed to helping Zillow Group users make savvy decisions about buying, renting, owning, and selling homes. Specifically, the Multi-Family Rental sales team works with owners and operators of rental properties throughout the US, helping to connect rental shoppers with the property they will next call home. We provide creative technological solutions, strategic data, and excellent training and development to amplify our clients' growth as true partners in their business. Our team embodies the spirit of all our core values and plays a meaningful part in our organization's success. Come join us!

About the role

We are looking for a dynamic, motivated, and passionate General Manager of Sales who can help us exponentially grow the Central Region for Small and Medium Business, in the Rentals marketplace. This role will lead sales managers that have teams of sales professionals and report to the Senior Director of the SMB Rentals Channel. The GM owns driving sales productivity to acquire new partners and growing current partners through fostering deep, meaningful, and long-term client partnerships. This role will be responsible for providing mentorship and development to a team.

Activities will include

• Work closely with the training organization to implement and ensure adoption of effective onboarding and ongoing training exercises.
• Establish and sustain strong customer relationships that complement the sales team's efforts, while expertly guiding client relationships through the sales funnel.
• Act as a trusted advisor to the Senior Director and internal partners, providing valuable client feedback that influences sales strategy, product planning, and internal operations.
• Oversee large scale projects in support of the region, and all of Rentals, while providing regional support and coverage as needed.
• Ensure world-class coaching, development, and performance management is being upheld, in alignment with leadership principles and standards.
• Regularly track, analyze, and report sales metrics to the Senior Director and partners, while accurately forecasting sales performance.
• Leading leaders to implement and continuously refine sales processes and metrics focusing on revenue, sales velocity, and closing ratios, while encouraging the adoption of relevant sales applications and technologies.
• Manage and oversee recruitment and retention strategies to maintain a successful sales region.
• Keep up-to-date with multi-family market trends and competition, positioning yourself as an industry authority.
• Demonstrate a robust understanding of sales modeling, independently managing sales forecasts to provide a transparent view of sales productivity.
• Collaborate with internal partners to streamline project initiatives, enhance sales processes, and ensure the seamless introduction of new products and procedures.
• Lead process standardization across the board, including activity metrics, sales process, and operational cadence, while driving the implementation of Rentals Sales performance plans.
• Develop and maintain a high-performing sales culture across the Central region, emphasizing positivity, continual improvement, and achievement of ambitious goals.
• Lead all aspects of sales, sales strategy, and personnel development within the Central region of the Small and Medium Business (SMB) channel in Rentals Sales.
• Champion the company's values and behaviors, prioritizing sales team's employee satisfaction, and setting ambitious, yet achievable goals.

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. Employees may live in any of the 50 US States, with limited exceptions. In certain cases, an employee in a remote-designated job may need to live in a specific region or time zone to support customers or clients as part of their role.

In California, Colorado, Connecticut, Nevada, New York City and Washington the standard base pay range for this role is $115,500.00 - $184,500.00 Annually. This base pay range is specific to California, Colorado, Connecticut, Nevada, New York City and Washington 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

• Connect and build partner relationships + present on stage as the brand ambassador of Zillow Rentals
• 5+ years of sales management experience specific to B2B and/or B2C products and services
• Experience in a dynamic, high-energy sales environment; distributed workforce experience preferred
• Proven ability to meet company revenue goals and preferred ability to meet stretch goals
• Skilled at removing roadblocks and creatively solving problems supporting the big picture
• Significant experience leading multiple sales organizations of 20+ people and leaders.
• Flexibility to travel in market to connect with partners and at events and conferences
• Preferred Director level Sales Leadership experience
• Proficient in Microsoft Office (Excel and PowerPoint)
• Recruit, mentor and retain impactful sales management talent
• Bachelor’s Degree preferred
• Experience leading a team of managers responsible for a sales team focused on pipeline management specific to acquiring new prospects and upselling current partners.
• Solid understanding of CRM and data tools (Salesforce & Tableau preferred)

Transferable Skills

Here at Zillow - we value the experience and perspective of candidates with non-traditional backgrounds. Do you have transferable skills or related experiences? We encourage you to apply!

Get to know us

Zillow is reimagining real estate to make home a reality for more and more people.

As the most-visited real estate website in the United States, Zillow® and its affiliates help movers find and win their home through digital solutions, first class partners, and easier buying, selling, financing and renting experiences. Millions of people visit Zillow Group sites every month to start their home search, and now they can rely on Zillow to help make it easier to move. The work we do helps people get home and no matter what job you're in, you will play a critical role in making home a reality for more and more people.

Our efforts to streamline the real estate transaction are supported by a deep-rooted culture of innovation, our passion to redefine the employee experience, a fundamental commitment to Equity and Belonging, and world-class benefits. These benefits include comprehensive medical, dental, vision, life, and disability coverages as well as parental leave, family benefits, retirement contributions, and paid time off. We’re also setting the standard for work experiences of the future, where our employees are supported in doing their best work and living a flexible, well-balanced life. But don’t just take our word for it. Read recent reviews on Glassdoor and recent recognition from multiple organizations, including: the 100 Best Companies to Work For, Glassdoor Employees’ Choice Award, Bloomberg Gender-Equality Index, Human Rights Campaign (HRC) Corporate Equity Index, and TIME 100 Most Influential Companies list.

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 us at [email protected].

Applicants who receive job offers from Zillow Group will be asked to sign a Proprietary Rights Agreement which includes confidentiality, intellectual property assignment, customer and employee non-solicitation, and non-competition provisions. If you are contacted for a role at Zillow Group and wish to review a copy of the Proprietary Rights Agreement prior to receiving an offer, you may request a copy from your Recruiter.