🎯 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:
- Create a holistic monetization strategy covering both areas where Immowelt leads the market and areas where it is structurally weaker.
- Design, test, and scale data-driven pricing models that reflect liquidity, demand, segment value, and customer economics.
- Drive continual optimization through experimentation, behavioral insights, and commercial performance data.
- 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
- Build a 12–36 month monetization roadmap aligned with Germany’s strategy and Group pricing architecture.
- Oversee the pricing performance KPIs: ARPA, MRR growth, net retention, churn, margin impact.
- Develop dynamic pricing models leveraging liquidity, demand, inventory depth, and customer cohort behavior.
- Define clear tiering, bundling, segmentation, and value-based pricing across agency, developer, and pro customer types.
- Identify weak spots in the portfolio and design corrective monetization plays to unlock underpenetrated segments.
Subscription & Marketplace Model Optimization
- Lead evolution of subscription models, ensuring optimal balance of predictability for customers and scalability for Immowelt.
- Partner with Product & Data Science to refine feature- vs. usage-based monetization, lead scoring, and pricing signals.
- Own pricing governance for new business lines, add-ons, premium visibility, data products, and media services.
Experimentation, Insights & Continuous Improvement
- Build a scientific experimentation framework (A/B tests, elasticity modelling, behavioral pricing).
- Monitor customer cohorts and predict churn risk, integrating early-warning pricing triggers.
- Translate insights into rapid iterations of pricing, packaging, and promotions.
Cross-Functional Leadership & Commercial Enablement
- Partner with Sales leadership to ensure pricing lands clearly and credibly with agencies and developers.
- Develop playbooks, calculators, objection-handling, and performance dashboards.
- Collaborate with Finance on forecasting, scenario planning, and revenue modelling.
- Act as the German advocate in Group pricing councils, influencing platform-wide monetization evolution.
Governance & Alignment
- 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.