Pricing & Monetization Leader — Germany, Scale Revenue

Lukas, Junior Manager Business Development

AVIV is Europe's largest real estate tech company owned by one of the best private equity investors, KKR. Our teams develop innovative technologies and business models that shape the future of how consumers buy, sell, rent, lend and own properties. Aviv operates a portfolio of classifieds and real estate marketplaces in France, Germany, Belgium and Israel.

AVIV teams in Germany are fully in charge of a large part of our business - 31% of our revenue is generated from the well established local brand  , the Top 2 real estate portal for estimation, rent, buy and sell, with 18m average monthly visits, 19.3k agents, over 320k listings, and 168m ? revenue in 2023.

? Mission of the Role

TheHead 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 forprofitable, scalable, and sustainable pricing, ensuring Immowelt maximizes value creation while protecting customer lifetime value and minimizing churn.

The mission is to:

• Create aholistic monetization strategycovering both areas where Immowelt leads the market and areas where it is structurally weaker.
• Design, test, and scaledata-driven pricing modelsthat reflect liquidity, demand, segment value, and customer economics.
• Drivecontinual optimizationthrough 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

• Build a12?36 month monetization roadmapaligned with Germany?s strategy and Group pricing architecture.
• Oversee thepricing performance KPIs: ARPA, MRR growth, net retention, churn, margin impact.
• Developdynamic pricing modelsleveraging liquidity, demand, inventory depth, and customer cohort behavior.
• Define cleartiering, bundling, segmentation, and value-based pricingacross agency, developer, and pro customer types.
• Identify weak spots in the portfolio anddesign corrective monetization playsto unlock underpenetrated segments.
• Lead evolution ofsubscription models, ensuring optimal balance of predictability for customers and scalability for Immowelt.
• Partner with Product & Data Science to refinefeature- vs. usage-based monetization, lead scoring, and pricing signals.
• Own pricing governance fornew business lines, add-ons, premium visibility, data products, and media services.
• Build a scientific experimentation framework (A/B tests, elasticity modelling, behavioral pricing).
• Monitor customer cohorts andpredict churn risk, integrating early-warning pricing triggers.
• Translate insights intorapid iterationsof pricing, packaging, and promotions.

Cross-Functional Leadership & Commercial Enablement

• Partner with Sales leadership toensure pricing lands clearly and crediblywith agencies and developers.
• Develop playbooks, calculators, objection-handling, and performance dashboards.
• Collaborate with Finance on forecasting, scenario planning, and revenue modelling.
• Act as theGerman advocatein 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.

? Candidate Profile:
The Pricing Leader We Need

Experience

• More than 5 yearsof pricing, monetization, or revenue strategy experience inclassifieds, marketplaces, SaaS, or subscription businesses.
• Deep expertise indynamic pricing, value-based pricing, segmentation, experimentation, and modelling.
• Proven experience owning monetization in ahigh-inventory, high-liquidity marketplaceenvironment.
• Strong background working cross-functionally with Product, Data Science, Sales, and Finance.
• Experience developing and scalingsubscription models and add-on monetization.
• Clear track record ofrevenue uplift, churn reduction, and pricing innovation.
• Fluent in German and English; experience in European or multi-country contexts preferred.
• Strategic systems thinker with ability to connect customer behavior, product value, and revenue outcomes.
• Strong analytical and modelling skills; fluent with both quantitative rigor and commercial intuition.
• Excellent communicator, able to influence at C-level and drive alignment across complex organisations.
• Pragmatic and execution-focused: can translate strategy into field-ready commercial actions.
• Customer-centric mindset with sensitivity to SME economics, agency workflows, and value perception.
• Hands-on leader: thrives in ambiguity, moves fast, tests ideas, iterates relentlessly.
• Comfortable with risk, experimentation, and challenging legacy models.

About us

At AVIV, we are an equal opportunities employer and an organisation where everyone is welcomed to be their authentic selves. We strongly…