Pricing & Packaging Strategy Director

Zillow

2d•$164,900 - $277,400•Remote

About The Position

We're seeking a Director of Pricing & Packaging, reporting to the Sr. Director of GTM Strategy and Planning, to lead our pricing strategies and monetization efforts across Zillow's Agent solutions portfolio. In this pivotal role, you'll translate product innovation into revenue reality by designing data-driven pricing models and packaging strategies that reflect true customer value, accelerate market adoption, and maximize profitability. You'll lead the evolution of our pricing and packaging strategy, spanning seat-based subscriptions, consumption models, and value-based pricing. Working directly with Product, GTM, and Marketing leadership, you'll ensure our pricing reflects the value we create for the real estate ecosystem. The ideal candidate is strategic, data-driven, and customer-centric, leveraging analytics and market research to unlock both short- and long-term revenue opportunities. You'll conduct primary market research, build sophisticated models, and translate insights into actionable pricing strategies that accelerate growth.

Requirements

Education: Bachelor's degree in Business, Finance, Economics, Engineering, Mathematics, or related quantitative field; Master's degree or MBA preferred.
Experience: 10+ years in Pricing and Monetization within Enterprise Software or Technology. Proven success leading pricing for multi-product portfolios at scale with usage-based pricing.
5+ years of people management experience, including hiring and developing teams.
Technical Expertise: Expert proficiency in SQL and financial modeling; ability to guide Data Science teams on elasticity modeling.
Executive Communication: Ability to synthesize complex commercial data into compelling executive-level narratives

Nice To Haves

Management Consulting experience is a plus.

Responsibilities

Build the pricing function from the ground up, establishing frameworks, processes, governance models, and analytics infrastructure that will scale with the business.
Lead pricing strategy development for Zillow's agent products and services, ensuring alignment with business objectives and market demand.
Collaborate with Product and GTM teams to optimize monetization across our product portfolio and roadmap.
Drive data-driven decision making through comprehensive analyses that support pricing and packaging decisions, continually optimizing monetization models to enhance revenue while maintaining simplicity.
Conduct market intelligence including competitive analysis, quantitative and qualitative research to identify pricing trends, customer preferences, and growth opportunities that inform pricing optimization.
Design innovative pricing models including consumption-based and subscription models with "Value Metrics" that align revenue with customer success, complete with multi-year financial projections and tier structures optimized for willingness-to-pay.
Build commercial frameworks including promotional playbooks and deal governance that balance growth acceleration with brand value and margin protection.
Define and monitor performance through pricing KPIs including price realization, CLTV/CAC, and Net Dollar Retention.
Provide strategic oversight for non-standard, high-value enterprise deals, building frameworks that enable Sales flexibility while protecting long-term portfolio economics.
Drive cross-functional alignment across Product, GTM, Marketing, and Finance on pricing changes and high-impact initiatives.