Head of Pricing & Monetization Germany (f/m/d)

About AVIV & Immowelt

Immowelt is one of Europe’s leading real estate marketplaces and one of the flagship consumer platforms of AVIV Group — Europe’s largest real estate technology company, backed by KKR. With over 10M+ monthly users, 1M+ active listings, and unmatched data assets across agencies, developers, and consumers, Immowelt sits at the heart of Europe’s most ambitious real estate digital transformation.

Our mission is bold and simple: Unlock everyone’s perfect place. Pricing is a critical strategic lever in AVIV’s 2030 ambition, shaping how we monetize value, deepen customer loyalty, and create sustainable growth across a rapidly evolving market.

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 optimisation through experimentation, behavioural 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 behaviour.
• 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 monetisation , 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, behavioural 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 monetisation 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.

Success Metrics

• ARPA growth & Net New MRR
• Net Revenue Retention (NRR) & gross churn
• Pricing adoption & mix across segments
• Elasticity‑driven revenue uplift and experiment win rate
• Customer value perception (NPS, price‑fairness metrics)
• Success rate of new monetisation launches

Candidate Profile: The Pricing Leader We Need

Experience

• More than 5 years of pricing, monetisation, or revenue strategy experience in classifieds, marketplaces, SaaS, or subscription businesses .
• Deep expertise in dynamic pricing, value‑based pricing, segmentation, experimentation, and modelling .
• Proven experience owning monetisation in a high‑inventory, high‑liquidity marketplace environment.
• Strong background working cross‑functionally with Product, Data Science, Sales, and Finance.
• Experience developing and scaling subscription models and add‑on monetisation .
• Clear track record of revenue uplift, churn reduction, and pricing innovation .
• Fluent in German and English; experience in European or multi‑country contexts preferred.

Skills & Leadership DNA

• Strategic systems thinker with ability to connect customer behaviour, 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.

Leadership DNA (Aviv Manifesto Behaviours)

• Live for the Customer – Empathy for agencies, developers, and SMEs navigating pricing complexity.
• Own it End‑to‑End – Pricing as a full‑stack P&L lever, not a theoretical exercise.
• Only the Best Teams Win – Brings Sales, Product, Data, and Finance together toward one monetisation vision.
• Think Big, Move Fast – Bold approaches to subscription and marketplace monetisation.
• Data Leads, Judgment Wins – Uses evidence, but applies expert intuition on when to push or adapt.

Why This Role Matters

• Shape the future of monetisation of one of Germany’s largest real estate marketplaces.
• Build pricing models that influence tens of thousands of customers and millions of listings .
• Operate with high visibility to the German Executive Committee and Group leadership.
• Drive a strategic lever essential for AVIV’s path to 50% market share and a world‑class vertical platform .

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