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Reimagining real estate to make it easier than ever to move from one home to the next.
Pricing Strategy Director
Location
California + 7 moreAll locations: California | Connecticut | District Of Columbia | New Jersey | New York | Maryland | Massachusetts | Washington
Posted
90 days ago
Salary
$186K - $297K / year
Seniority
Lead
Job Description
Pricing Strategy Director
Zillow
• Own pricing and promotion strategy across Rentals Advertising Product, including segmentation, value metrics, rate card architecture, and monetization frameworks that drive penetration, revenue per property growth, and long-term retention. • Develop and execute data-driven pricing strategies grounded in elasticity analysis, competitive benchmarking, marketplace dynamics, and partner ROI performance. • Lead end-to-end pricing initiatives from strategy development through executive alignment, system implementation, GTM enablement, and post-launch measurement. • Drive continued revenue growth for Zillow’s fastest-growing business by identifying pricing levers that unlock expansion in underpenetrated segments while optimizing yield in mature markets. • Build and operationalize pricing governance, including approval frameworks, floor/ceiling guardrails, exception policies, and a recurring pricing review cadence with Sales and Finance leadership. • Partner cross-functionally to operationalize pricing into systems and workflows, ensuring pricing changes are reflected in Salesforce, quoting tools, rate cards, and sales enablement materials. • Design, launch, and measure pricing experiments and pilots, leveraging A/B testing and incrementality frameworks to refine pricing and packaging strategies. • Establish pricing performance dashboards and KPIs to track sales, price realization, renewal impact, ARPP, revenue growth, and marketplace health, enabling continuous optimization. • Deliver executive-ready insights and recommendations, translating complex analysis into clear business decisions.
Job Requirements
- 8–10+ years of direct leadership in B2B pricing or monetization strategy, ideally within advertising, marketplace, SaaS, media, or platform-based business models.
- Deep expertise in pricing methodologies, including value-based pricing, segmentation strategy, elasticity modeling, quantitative analysis, and experiment design.
- Exceptional cross-functional leader, able to influence and align senior stakeholders across Product, Sales, Finance, GTM Operations, and Analytics without direct authority.
- Excellent executive communication skills and experience presenting data-driven recommendations to senior leadership.
- Experience taking pricing from strategy to execution, including partnering with Product and Engineering to implement pricing in systems and operationalizing pricing changes through CRM/quoting workflows.
- Strong analytical capabilities; comfortable working closely with Data Science and Economics teams to develop models, define metrics, and evaluate causal impact.
- Demonstrated ability to operate in ambiguity, build scalable processes, and create structure in rapidly evolving environments.
- Background in two-sided marketplaces, advertising platforms, performance-based monetization, or localized supply-demand pricing models strongly preferred.
- Prior experience building or managing pricing teams strongly preferred.
Benefits
- equity awards based on factors such as experience, performance and location
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