Zillow Group is hiring a Pricing & Packaging Strategy Director to lead pricing strategies and monetization for our Agent solutions portfolio. In this role, you will translate product innovation into revenue by designing data-driven pricing models and packaging strategies that reflect customer value, accelerate adoption, and maximize profitability.
What You'll Do
- 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.
- Drive data-driven decision making through comprehensive analyses that support pricing and packaging decisions, continually optimizing monetization models.
- Conduct market intelligence including competitive analysis and research to identify pricing trends and growth opportunities.
- Design innovative pricing models including consumption-based and subscription models with 'Value Metrics' that align revenue with customer success.
- 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.
What We're Looking For
- Bachelor's degree in Business, Finance, Economics, Engineering, Mathematics, or a related quantitative field.
- 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.
- Expert proficiency in SQL and financial modeling; ability to guide Data Science teams on elasticity modeling.
- Ability to synthesize complex commercial data into compelling executive-level narratives.
Nice to Have
- Master's degree or MBA preferred.
- Background in Strategy Consulting with specialization in B2B SaaS, consumption pricing, or commercial transformation.
- Management Consulting experience is a plus.
Technical Stack
- SQL
Team & Environment
This role reports to the Sr. Director of GTM Strategy and Planning. The position is part of the GTM Strategy & Operations team, which acts as the internal strategy house.
Benefits & Compensation
- In California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC: $173,600.00 - $277,400.00 annually.
- In Colorado, Hawaii, Illinois, Minnesota, Nevada, Ohio, Rhode Island, and Vermont: $164,900.00 - $263,500.00 annually.
- Eligible for equity awards based on factors such as experience, performance and location.
Work Mode
This is a remote position. U.S. employees may live in any of the 50 United States, with limited exceptions.
Zillow Group is an equal opportunity employer committed to fostering an inclusive, innovative environment with the best employees.
