Principal, Pricing Strategy and Optimization

Zillow

1d•$125,100 - $210,300•Remote

About The Position

We are seeking a Principal, Pricing Strategy & Optimization to serve as the pricing subject matter expert for Zillow’s New Construction business. In this strategic individual contributor role, you will lead complex pricing and monetization work that informs commercial decisions, shapes business planning, and drives measurable impact on growth, partner outcomes, and revenue performance. You will partner closely with leaders across Product, Sales, Finance, Analytics, and Operations to develop recommendations, evaluate monetization opportunities, design experiments, and turn strategy into scalable execution. This role reports to the Senior Director, Strategy and Operations.

Requirements

12+ years of experience in pricing strategy, monetization, strategy and operations, revenue optimization, consulting, finance, or a related field; experience in B2B, marketplaces, SaaS, media, advertising, or proptech is preferred.
Deep expertise in pricing, packaging, monetization, or commercial strategy, with a track record of solving ambiguous, high-impact business problems.
Strong analytical and structured problem-solving skills, including experience building business cases, designing experiments, interpreting complex data, and making actionable recommendations.
Proven ability to independently drive decisions and operate as a subject matter expert in ambiguous environments.
Demonstrated ability to influence senior stakeholders and cross-functional partners across Product, Sales, Finance, Operations, and Analytics without direct authority.
Excellent written and verbal communication skills, with the ability to simplify complex ideas and clearly present recommendations, tradeoffs, and risks.
Strong technical skills, including AI tools, advanced Excel or Google Sheets, and SQL; experience with BI tools and experimentation or performance measurement frameworks is preferred.
Experience translating strategy into operational execution in partnership with systems, product, or go-to-market teams to implement pricing changes at scale.
Ability to balance strategic thinking with practical execution and a bias toward simple, scalable solutions.

Nice To Haves

experience in B2B, marketplaces, SaaS, media, advertising, or proptech is preferred.
experience with BI tools and experimentation or performance measurement frameworks is preferred.

Responsibilities

Lead pricing strategy and optimization across New Construction products, customer segments, and go-to-market motions, including pricing architecture, packaging, discounting, and monetization levers.
Develop data-driven pricing recommendations using customer value, ROI analysis, competitive analysis, market dynamics, portfolio performance, and business tradeoffs.
Identify, size, and prioritize pricing opportunities that improve revenue growth, product adoption, partner ROI, long-term business health, and minimize cannibalization.
Build business cases and scenario analyses to inform pricing decisions, annual planning, and strategic investment choices in partnership with Finance and business leadership.
Design and evaluate pricing tests, pilots, and promotions by defining success metrics, measuring impact, and translating results into clear recommendations.
Monitor customer contracts and pricing to ensure rates remain appropriate and aligned with business objectives.
Partner cross-functionally to operationalize pricing decisions through systems, workflows, dashboards, sales materials, and field execution.
Help define pricing governance, simplify pricing and packaging where appropriate, synthesize analysis for senior stakeholders, and leverage AI tools to improve efficiency and effectiveness.