Pricing & Packaging Strategy Director

About the team

Zillow's Agent Sales organization empowers real estate professionals with the solutions and technology they need to succeed in today's dynamic market. As the bridge between Zillow's innovative platform and the agent community, we're dedicated to creating tools and partnerships that drive meaningful results.
The GTM Strategy & Operations team acts as our internal strategy house, architecting sophisticated business models that deliver tangible value to agents while building sustainable, scalable revenue streams for Zillow. We work cross-functionally to optimize pricing strategies, refine go-to-market approaches, identify growth opportunities, and translate market insights into actionable business initiatives that strengthen our position as the industry's most trusted partner for real estate professionals.

About the role

We're seeking a Director of Pricing & Packaging, reporting to the Sr. Director of GTM Strategy and Planning, to lead our pricing strategies and monetization efforts across Zillow's Agent solutions portfolio. In this pivotal role, you'll translate product innovation into revenue reality by designing data-driven pricing models and packaging strategies that reflect true customer value, accelerate market adoption, and maximize profitability.

You'll lead the evolution of our pricing and packaging strategy, spanning seat-based subscriptions, consumption models, and value-based pricing. Working directly with Product, GTM, and Marketing leadership, you'll ensure our pricing reflects the value we create for the real estate ecosystem.

The ideal candidate is strategic, data-driven, and customer-centric, leveraging analytics and market research to unlock both short- and long-term revenue opportunities. You'll conduct primary market research, build sophisticated models, and translate insights into actionable pricing strategies that accelerate growth.

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. Collaborate with Product and GTM teams to optimize monetization across our product portfolio and roadmap.

• Drive data-driven decision making through comprehensive analyses that support pricing and packaging decisions, continually optimizing monetization models to enhance revenue while maintaining simplicity.

• Conduct market intelligence including competitive analysis, quantitative and qualitative research to identify pricing trends, customer preferences, and growth opportunities that inform pricing optimization.

• Design innovative pricing models including consumption-based and subscription models with "Value Metrics" that align revenue with customer success, complete with multi-year financial projections and tier structures optimized for willingness-to-pay.

• 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.

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 $173,600.00 - $277,400.00 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 $164,900.00 - $263,500.00 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

• The Strategic Generalist: Background in Strategy Consulting with specialization in B2B SaaS, consumption pricing, or commercial transformation.

• The Monetization Expert: Deep understanding of usage-based billing, subscription models, and hybrid approaches where subscriptions meet consumption.

• Analytically Rigorous: Strong hands-on analytical skills with the ability to interpret complex data sets and translate findings into actionable strategies.

• Exceptional Communicator: Outstanding verbal and written communication abilities, with proven experience delivering clear, engaging presentations to executives.

• Strategic Problem-Solver: Intellectually curious with demonstrated ability to identify process improvements and implement effective solutions for complex business challenges.

• Agile Self-Starter: Highly motivated with the ability to adapt quickly to changing environments and priorities, bringing a "can do" attitude and enthusiasm.

Required Qualifications

• Education: Bachelor's degree in Business, Finance, Economics, Engineering, Mathematics, or related quantitative field; Master's degree or MBA preferred.

• Experience: 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. Management Consulting experience is a plus.

• Technical Expertise: Expert proficiency in SQL and financial modeling; ability to guide Data Science teams on elasticity modeling.

• Executive Communication: Ability to synthesize complex commercial data into compelling executive-level narratives

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.