Lifecycle Marketing Senior Specialist

Zillow

1d•$86,300 - $145,100•Remote

About The Position

We’re looking for a B2B lifecycle marketer who deeply understands how leads move from first touch to closed-won—and what it takes to improve every stage in between. As a Lifecycle Marketing Sr. Specialist, you will design and execute full-funnel B2B programs that drive demand, nurture prospects, accelerate pipeline, and increase revenue. You will partner closely with Sales, Demand Gen, Product Marketing, Marketing Operations, and Event Marketing to ensure leads are captured, scored, routed, nurtured, and converted effectively. This role requires hands-on experience with B2B marketing automation platforms and a strong command of funnel mechanics, lead scoring models, nurture strategy, and revenue attribution. This role directly influences revenue growth by ensuring Zillow Rentals’ B2B funnel is high-performing, measurable, and scalable. You will help transform marketing from a lead generator into a true pipeline and revenue driver.

Requirements

3–5+ years of B2B lifecycle, CRM, or demand generation experience in a revenue-driven organization
Strong working knowledge of B2B funnel mechanics, pipeline metrics, lifecycle stage definitions, and revenue attribution
Demonstrated experience building and optimizing: Segmented automated nurture programs that convert, Event marketing campaigns, Building on previous success and evolving programs
Hands-on experience with a B2B marketing automation platform (Salesforce/Pardot, Marketo, HubSpot, etc.)
Proven track record of improving MQL-to-SQL conversion, accelerating pipeline velocity, or increasing closed-won rates
Strong analytical mindset; comfortable working with tools like GA, Databricks, Salesforce reporting, or similar
Experience building and troubleshooting HTML email templates and writing marketing copy.
Comfortable operating in ambiguity and building programs from the ground up
Strong cross-functional collaborator with Sales, Product Marketing, and Marketing Operations
Clear, confident communicator with strong project management skills

Nice To Haves

Transferrable Skills: 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 you don’t meet every requirement above.

Responsibilities

Design and execute scalable lifecycle programs spanning MQL → SQL → Opportunity → Closed-Won → Retention
Diagnose conversion gaps and friction points across the funnel and implement data-backed improvements
Improve pipeline velocity, lead-to-opportunity conversion, and revenue contribution
Develop segmented, multi-touch nurture programs aligned to buying stage, persona, and cohort
Create re-engagement campaigns to activate stalled or aging leads
Continuously test messaging, timing, channel mix, and offers to improve performance
Partner with Event Marketing and Demand Gen to maximize event ROI
Design pre-event, at-event, and post-event nurture streams
Operationalize event lead capture, scoring, segmentation, and pipeline follow-up
Scope and implement automated lifecycle journeys within Salesforce/Pardot, Marketo, HubSpot, or similar platforms
Leverage dynamic content and cohort-based personalization strategies
Collaborate cross-functionally to ensure accurate tracking and reporting
Use pipeline metrics, attribution reporting, and lifecycle dashboards to evaluate impact and merchandise efforts.
Translate insights into clear recommendations and optimization roadmaps
Tie marketing activity directly to pipeline and revenue outcomes