Principal, Pricing Strategy and Optimization

About the team

Zillow’s New Construction business helps homebuilders connect with high-intent buyers through products and experiences that deliver measurable value. The Strategy & Operations team partners across Sales, Product, Finance, Analytics, and Operations to shape strategy, improve execution, and drive sustainable revenue growth. Pricing is a critical lever for the business, and this team helps ensure our pricing and packaging strategies are simple, scalable, grounded in customer value, and operationally executable.

About the role

We are seeking a Principal, Pricing Strategy & Optimization to serve as the pricing subject matter expert for Zillow’s New Construction business. In this strategic individual contributor role, you will lead complex pricing and monetization work that informs commercial decisions, shapes business planning, and drives measurable impact on growth, partner outcomes, and revenue performance. You will partner closely with leaders across Product, Sales, Finance, Analytics, and Operations to develop recommendations, evaluate monetization opportunities, design experiments, and turn strategy into scalable execution. This role reports to the Senior Director, Strategy and Operations.

You Will Get To

• Lead pricing strategy and optimization across New Construction products, customer segments, and go-to-market motions, including pricing architecture, packaging, discounting, and monetization levers.

• Develop data-driven pricing recommendations using customer value, ROI analysis, competitive analysis, market dynamics, portfolio performance, and business tradeoffs.

• Identify, size, and prioritize pricing opportunities that improve revenue growth, product adoption, partner ROI, long-term business health, and minimize cannibalization.

• Build business cases and scenario analyses to inform pricing decisions, annual planning, and strategic investment choices in partnership with Finance and business leadership.

• Design and evaluate pricing tests, pilots, and promotions by defining success metrics, measuring impact, and translating results into clear recommendations.

• Monitor customer contracts and pricing to ensure rates remain appropriate and aligned with business objectives.

• Partner cross-functionally to operationalize pricing decisions through systems, workflows, dashboards, sales materials, and field execution.

• Help define pricing governance, simplify pricing and packaging where appropriate, synthesize analysis for senior stakeholders, and leverage AI tools to improve efficiency and effectiveness.

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 $131,700.00 - $210,300.00 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 $125,100.00 - $199,900.00 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

• 12+ years of experience in pricing strategy, monetization, strategy and operations, revenue optimization, consulting, finance, or a related field; experience in B2B, marketplaces, SaaS, media, advertising, or proptech is preferred.

• Deep expertise in pricing, packaging, monetization, or commercial strategy, with a track record of solving ambiguous, high-impact business problems.

• Strong analytical and structured problem-solving skills, including experience building business cases, designing experiments, interpreting complex data, and making actionable recommendations.

• Proven ability to independently drive decisions and operate as a subject matter expert in ambiguous environments.

• Demonstrated ability to influence senior stakeholders and cross-functional partners across Product, Sales, Finance, Operations, and Analytics without direct authority.

• Excellent