TRISTAN JONES
Enterprise Account Sales
Nashville
Summary
Real estate professional with 10+ years of experience supporting pricing strategy, negotiations, and execution across enterprise-level institutional residential portfolios. Hands-on operator skilled in managing high-volume pipelines, navigating complex transactions, and stepping in directly to protect timelines and margins. Known for building scalable processes, improving performance visibility, and partnering cross-functionally to drive consistent execution.
Overview
12
12
years of professional experience
Work History
Account Manager, Enterprise Sales
Inspectify
05.2024 - Current
- Own and manage enterprise and institutional real estate partnerships supporting large, multi-market residential portfolios, with direct impact on pricing negotiations, closing timelines, and disposition outcomes.
- Advise clients on inspection-driven risk, repair considerations, and quality issues that influence pricing strategy, buyer negotiations, and contract execution.
- Serve as the primary escalation point for enterprise accounts, partnering cross-functionally with Operations, Product, and Leadership to resolve issues that could delay closings or negatively impact customer experience.
- Identify recurring trends across client portfolios that affect disposition velocity (re-inspections, report quality, turnaround times) and drive process improvements to reduce friction and days-to-close.
- Collaborate with internal teams to improve inspection quality standards and reporting accuracy, supporting faster, more predictable asset sales and improved customer experience.
- Track and report on portfolio-level performance indicators, including inspection turnaround, issue resolution, and client satisfaction, providing visibility to senior leadership.
- Develop strategic account plans aligned to client disposition goals, ensuring services scale efficiently while maintaining execution quality across markets.
Enterprise Account Manager
Mainstay (Opendoor, REIT)
01.2021 - 05.2024
- Owned enterprise portfolios for institutional partners, overseeing pricing, negotiations, and execution for 200+ dispositions, supporting improved days-to-close and reduced retrades through disciplined execution.
- Led institutional pricing discussions and negotiations, closing $40M+ in residential real estate acquisitions transactions.
- Owned portfolio-level pipeline management for enterprise accounts, ensuring assets progressed efficiently through pricing, negotiation, and closing milestones.
- Implemented and optimized Salesforce and HubSpot workflows to improve visibility into deal pipelines, pricing performance, and execution timelines across markets.
- Developed scalable account management and acquisition + disposition support processes that improved execution consistency and increased deal close rates across institutional portfolios.
- Built long-term institutional partnerships by aligning pricing strategy, execution discipline, and reporting with investor performance goals.
- Analyzed market trends and transaction data to identify risks to pricing or timelines and collaborated cross-functionally to adjust disposition strategies as needed.
Senior Sales Account Executive, Team Lead
Zillow Group
05.2019 - 01.2021
- Built strategic partnerships with real estate brokerages to support market-level pricing execution and sales velocity, expanding Zillow’s footprint across multiple regions.
- Delivered $116.5M in residential real estate sales, ranking in the top 5% company-wide, by advising partners on pricing strategy, buyer demand, and market conditions.
- Created and implemented a company-wide sales execution playbook in partnership with operations, driving consistent pricing discipline, pipeline management, and closing practices across 150+ sales execs.
- Led onboarding and training for 8 new hires during rapid market expansion in Tennessee and Ohio, reinforcing pricing strategy, negotiation standards, and performance expectations.
- Partnered with operations to refine sales and pricing strategies, improving conversion rates and market focus while maintaining execution consistency across growing markets.
Manager, Sales & Account Strategy
Compass RE, Nashville Roots
01.2017 - 05.2019
- Represented one of the largest institutional residential real estate buyers in the U.S., overseeing negotiations, and execution across high-value transactions.
- Streamlined underwriting and valuation workflows to improve pricing accuracy, and alignment with institutional performance targets.
- Managed ongoing relationships with institutional investors, serving as a primary point of contact to ensure seamless execution, timely closings, and consistent performance reporting.
- Conducted market research, CMAs, and valuations for single-family and multifamily assets to inform pricing decisions and support profitable sale outcomes.
- Built strategic partnerships with industry leaders to expand transaction opportunities and improve market execution efficiency across portfolios.
- Identified and negotiated off-market transactions with traditional sellers.
Head of Inside Sales
Keller Williams Realty
12.2015 - 01.2017
- Led and actively coached a team consisting of 2 Inside Sales Associates and 7 agents, maintaining direct involvement in deal strategy, pipeline reviews, and execution oversight.
- Set and enforced clear performance standards, activity benchmarks, and pipeline discipline, ensuring consistent deal flow and predictable closing outcomes.
- Owned a 1,000+ client sales pipeline, prioritizing opportunities for long term success.
- Designed and implemented standardized sales messaging, pricing conversations, and follow-up frameworks, improving consistency, negotiation effectiveness, and conversion rates across the team.
- Conducted regular pipeline and performance reviews, coaching agents in real time to maintain deal velocity.
- Drove outbound prospecting strategy while remaining hands-on in key client conversations, formal presentations, and complex negotiations to support team success.
Land Assessment & Tax Manager
Marshall County Government
08.2013 - 12.2015
- Visited commercial and residential properties to obtain pertinent information regarding tax appraisal disputes.
- Issued noticed to taxpayers regarding property annexations and updated tax assessments.
- Provided property owners with timely notices detailing assessment findings and tax calculations.
- Conducted assessments of agricultural properties to calculate current taxability and market values.
- Attended continuing education courses to obtain updated information on property tax, assessment laws and regulations.
- Developed and maintained positive relationships with property owners and taxpayers to enhance communication and collaboration in resolving assessment disputes and improving tax collection processes.
Skills
- Client Relationship Management
- Business Development
- Market Expansion
- Revenue Growth
- Team Leadership
- Problem-Solving
- Salesforce
- Hubspot
- Cross-Selling
- Onboarding
- Product Knowledge
- Client Engagement
- Sales Operations
- Affiliate Broker - TN #335529
Timeline
Account Manager, Enterprise Sales
Inspectify
05.2024 - Current
Enterprise Account Manager
Mainstay (Opendoor, REIT)
01.2021 - 05.2024
Senior Sales Account Executive, Team Lead
Zillow Group
05.2019 - 01.2021
Manager, Sales & Account Strategy
Compass RE, Nashville Roots
01.2017 - 05.2019
Head of Inside Sales
Keller Williams Realty
12.2015 - 01.2017
Land Assessment & Tax Manager
Marshall County Government
08.2013 - 12.2015