Pricing Strategy Director

📋 Description

• • Lead the strategic vision and execution of pricing for Zillow Rentals' advertising products, a critical function for driving revenue growth and partner success within a high-growth, vertically integrated marketplace.
• • Develop and own comprehensive pricing and promotion strategies, encompassing segmentation, value metrics, rate card architecture, and monetization frameworks designed to enhance partner penetration, increase revenue per property, and foster long-term retention.
• • Drive the creation and implementation of data-driven pricing strategies, leveraging sophisticated analysis of price elasticity, competitive landscapes, dynamic marketplace conditions, and the return on investment (ROI) experienced by our partners.
• • Orchestrate and manage end-to-end pricing initiatives, from initial strategy formulation and securing executive alignment to system implementation, go-to-market (GTM) enablement, and rigorous post-launch performance measurement.
• • Spearhead continuous revenue expansion for Zillow's fastest-growing business segment by identifying and capitalizing on pricing opportunities that unlock growth in underpenetrated market segments while simultaneously optimizing revenue yield in established markets.
• • Establish and maintain robust pricing governance structures, including clear approval frameworks, defined floor and ceiling guardrails, comprehensive exception policies, and a structured, recurring pricing review process in collaboration with Sales and Finance leadership.
• • Collaborate closely with cross-functional teams to seamlessly integrate pricing strategies into Zillow's operational systems and workflows, ensuring accurate reflection of pricing changes across Salesforce, quoting tools, official rate cards, and essential sales enablement materials.
• • Design, initiate, and meticulously measure the impact of pricing experiments and pilot programs, utilizing advanced methodologies such as A/B testing and incrementality frameworks to continuously refine and optimize pricing and packaging strategies.
• • Develop and maintain sophisticated pricing performance dashboards and key performance indicators (KPIs) to meticulously track sales performance, price realization, renewal impacts, average revenue per property (ARPP), overall revenue growth, and the overall health of the marketplace, thereby enabling ongoing optimization efforts.
• • Deliver executive-level insights and actionable recommendations, adeptly translating complex analytical findings into clear, concise, and decisive business strategies for senior leadership.
• • Act as a central hub for pricing intelligence, synthesizing market trends, competitive actions, partner feedback, and internal performance data to inform strategic pricing decisions.
• • Champion a deep understanding of partner needs and value drivers, ensuring that pricing strategies are aligned with delivering demonstrable value and a strong ROI for property management partners.
• • Foster a culture of continuous improvement within pricing, encouraging experimentation, learning, and adaptation based on performance data and market feedback.
• • Partner with Product Management to ensure pricing strategies are integrated into the product roadmap and that new advertising products are launched with well-defined monetization plans.
• • Collaborate with Sales leadership to develop effective sales motions and training programs that empower the sales team to articulate the value of Zillow's advertising solutions and effectively navigate pricing discussions.
• • Work with Finance to ensure accurate forecasting, budgeting, and financial modeling related to pricing initiatives and their impact on revenue targets.
• • Engage with Data Science and Economics teams to refine analytical models, define key metrics, and conduct rigorous causal impact analyses to validate pricing strategies.
• • Ensure compliance with all relevant legal and regulatory requirements related to pricing and advertising practices.
• • Contribute to the overall strategic direction of Zillow Rentals by providing critical insights on market dynamics, competitive positioning, and revenue optimization opportunities through the lens of pricing strategy.
• • Build strong relationships across the organization, acting as a trusted advisor and subject matter expert on all matters related to pricing strategy and execution for Zillow Rentals advertising products.