Pricing Strategy Director

About the teamZillow Rentals is building a best-in-class, vertically integrated marketplace that connects renters with property owners and managers, making it easier than ever to move from one home to the next. The Ad Products team builds best-in-class advertising solutions for our property management partners to connect with renters and fill vacancies across the Zillow Rentals Network.
This is a high-growth, high-focus area for Zillow and an opportunity to drive meaningful impact in one of Zillow’s fastest-growing businesses. As a fast-growing business with national scale and multiple localized rental marketplaces, Pricing is one of our most powerful levers to unlock sustainable revenue growth, improve partner ROI, and strengthen the long-term health of the marketplace.

About the role

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.
 

What you’ll do

• 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.

This role has been categorized as a Remote position. “Remote” employees do not have a permanent corporate office workplace and, instead, work from a physical location of their choice, which must be identified to the Company. U.S. employees may live in any of the 50 United States, with limited exceptions.

In California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC the standard base pay range for this role is $214,100.00 - $341,900.00 annually. This base pay range is specific to these locations and may not be applicable to other locations. In Colorado, Hawaii, Illinois, Minnesota, Nevada, Ohio, Rhode Island, and Vermont the standard base pay range for this role is $203,400.00 - $324,800.00 annually. The base pay range is specific to these locations and may not be applicable to other locations.

In addition to a competitive base salary this position is also eligible for equity awards based on factors such as experience, performance and location. Actual amounts will vary depending on experience, performance and location. Employees in this role will not be paid below the salary threshold for exempt employees in the state where they reside.

Who you are

• 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.

• 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.

Get to know us

At Zillow, we’re reimagining how people move—through the real estate market and through their careers. As the most-visited real estate platform in the U.S., we help customers navigate buying, selling, financing and renting with greater ease and confidence. Whether you're working in tech, sales, operations, or design, you’ll be part of a company that's reshaping an industry and helping more people make home a reality.

Zillow is honored to be recognized among the best workplaces in the country. Zillow was named one of FORTUNE 100 Best Companies to Work For® in 2025, and included on the PEOPLE Companies That Care® 2025 list, reflecting our commitment to creating an innovative, inclusive, and engaging culture where employees are empowered to grow.

No matter where you sit in the organization, your work will help drive innovation, support our customers, and move the industry—and your career—forward, together.

Zillow Group is an equal opportunity employer committed to fostering an inclusive, innovative environment with the best employees. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please contact your recruiter directly.

Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable state and local law.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.