Pricing Strategy Director
Zillow
full-time
Posted on:
Location Type: Remote
Location: California • Connecticut • United States
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Salary
💰 $214,100 - $341,900 per year
Job Level
About the role
- Lead pricing strategy and execution for Zillow Rentals’ advertising products
- Drive revenue growth by partnering across Product, Sales, Finance, Data Science, Economics, and Business Operations
- 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
- Build and operationalize pricing governance, including approval frameworks, floor/ceiling guardrails, exception policies, and a recurring pricing review cadence with Sales and Finance leadership
- 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
Requirements
- 8–10+ years of direct leadership in B2B pricing or monetization strategy
- 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
- competitive base salary
- equity awards based on experience, performance and location
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
pricing strategyelasticity analysiscompetitive benchmarkingdata-driven pricing strategiesA/B testingincrementality frameworksquantitative analysisexperiment designpricing methodologiespricing performance dashboards
Soft Skills
cross-functional leadershipexecutive communicationinfluencing stakeholdersanalytical capabilitiesoperating in ambiguitybuilding scalable processescreating structuretranslating complex analysisteam managementcollaboration