Pricing Strategy Director

Zillow

2d • $176,600 - $297,000 • Remote

About The Position

As Pricing Strategy Director, you will lead pricing strategy and execution for Zillow Rentals’ advertising products. You will sit at the center of driving revenue growth, partnering across Product, Sales, Finance, Data Science, Economics, and Business Operations to design a vision & strategy for pricing and operationalize pricing initiatives that drive measurable business impact for Rentals. This role requires both strategic thinking and hands-on execution. You will lead a cross-functional pricing working group spanning Data Scientists, Engineers, Economists, Sales, Finance, Product Managers, Program Managers, and GTM Operations to ensure pricing strategies translate into scalable systems, clear sales motions, and sustained revenue growth.

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.

Nice To Haves

• 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.

Responsibilities

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed