Principal, Pricing Strategy and Optimization

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.

Location: Remote (US)

Salary: $131,700–$210,300 annually (California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington, Washington DC); $125,100–$199,900 annually (Colorado, Hawaii, Illinois, Minnesota, Nevada, Ohio, Rhode Island, Vermont)

Responsibilities

• 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.

Requirements

• 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 written and verbal communication skills, with the ability to simplify complex ideas and clearly present recommendations, tradeoffs, and risks.
• Strong technical skills, including AI tools, advanced Excel or Google Sheets, and SQL; experience with BI tools and experimentation or performance measurement frameworks is preferred.
• Experience translating strategy into operational execution in partnership with systems, product, or go-to-market teams to implement pricing changes at scale.
• Ability to balance strategic thinking with practical execution and a bias toward simple, scalable solutions.
• Here at Zillow, we value the experience and perspective of candidates with non-traditional backgrounds. We encourage you to apply if you have transferable skills or related experiences.

Benefits

• In addition to a competitive base salary this position is also eligible for equity awards based on factors such as experience, performance and location.