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