Job Description
🎯 Mission of the Role
The Head of Pricing & Monetization (f/m/d) will be the end-to-end owner of Immowelt’s monetization strategy across subscriptions, dynamic pricing models, value-based packages, add-ons, and new revenue streams. This leader builds the framework for profitable, scalable, and sustainable pricing, ensuring Immowelt maximizes value creation while protecting customer lifetime value and minimizing churn.
The mission is to:
1. Create a holistic monetization strategy covering both areas where Immowelt leads the market and areas where it is structurally weaker.
2. Design, test, and scale data-driven pricing models that reflect liquidity, demand, segment value, and customer economics.
3. Drive continual optimization through experimentation, behavioral insights, and commercial performance data.
4. Build strong alignment across Sales, Product, Finance, and GTM to ensure pricing strategy translates into measurable business results.
🏆 Key Responsibilities
Pricing Strategy & P&L Impact
5. Build a 12–36 month monetization roadmap aligned with Germany’s strategy and Group pricing architecture.
6. Oversee the pricing performance KPIs: ARPA, MRR growth, net retention, churn, margin impact.
7. Develop dynamic pricing models leveraging liquidity, demand, inventory depth, and customer cohort behavior.
8. Define clear tiering, bundling, segmentation, and value-based pricing across agency, developer, and pro customer types.
9. Identify weak spots in the portfolio and design corrective monetization plays to unlock underpenetrated segments.
Subscription & Marketplace Model Optimization
10. Lead evolution of subscription models, ensuring optimal balance of predictability for customers and scalability for Immowelt.
11. Partner with Product & Data Science to refine feature- vs. usage-based monetization, lead scoring, and pricing signals.
12. Own pricing governance for new business lines, add-ons, premium visibility, data products, and media services.
Experimentation, Insights & Continuous Improvement
13. Build a scientific experimentation framework (A/B tests, elasticity modelling, behavioral pricing).
14. Monitor customer cohorts and predict churn risk, integrating early-warning pricing triggers.
15. Translate insights into rapid iterations of pricing, packaging, and promotions.
Cross-Functional Leadership & Commercial Enablement
16. Partner with Sales leadership to ensure pricing lands clearly and credibly with agencies and developers.
17. Develop playbooks, calculators, objection-handling, and performance dashboards.
18. Collaborate with Finance on forecasting, scenario planning, and revenue modelling.
19. Act as the German advocate in Group pricing councils, influencing platform-wide monetization evolution.
Governance & Alignment
20. Run monthly Pricing reviews with leadership stakeholders to track impact and adjust strategy.
Manage cross-functional OKRs linked to revenue, retention, churn, and customer value perception.
Qualifications
🧬 Candidate Profile: The Pricing Leader We Need
Experience
21. More than 5 years of pricing, monetization, or revenue strategy experience in classifieds, marketplaces, SaaS, or subscription businesses.
22. Deep expertise in dynamic pricing, value-based pricing, segmentation, experimentation, and modelling.
23. Proven experience owning monetization in a high-inventory, high-liquidity marketplace environment.
24. Strong background working cross-functionally with Product, Data Science, Sales, and Finance.
25. Experience developing and scaling subscription models and add-on monetization.
26. Clear track record of revenue uplift, churn reduction, and pricing innovation.
27. Fluent in German and English; experience in European or multi-country contexts preferred.
Skills & Leadership DNA
28. Strategic systems thinker with ability to connect customer behavior, product value, and revenue outcomes.
29. Strong analytical and modelling skills; fluent with both quantitative rigor and commercial intuition.
30. Excellent communicator, able to influence at C-level and drive alignment across complex organisations.
31. Pragmatic and execution-focused: can translate strategy into field-ready commercial actions.
32. Customer-centric mindset with sensitivity to SME economics, agency workflows, and value perception.
33. Hands-on leader: thrives in ambiguity, moves fast, tests ideas, iterates relentlessly.
34. Comfortable with risk, experimentation, and challenging legacy models.