Lifecycle Marketing Senior Specialist

About the teamRentals is one of the largest, fastest-growing segments in real estate. Zillow Rentals (ZR) is on a mission to reimagine renting and become the leading destination Renters love and trust—enabled by partners and products that deliver the most properties and end-to-end renter services through an engaging, seamless experience.
Within Rentals, this role sits squarely in the B2B marketing engine—focused on driving adoption of Zillow Rental Advertising services with Property Managers. This is a revenue-impacting role responsible for strengthening pipeline performance and accelerating partner growth.

About the role

We’re looking for a B2B lifecycle marketer who deeply understands how leads move from first touch to closed-won—and what it takes to improve every stage in between.
As a Lifecycle Marketing Sr. Specialist, you will design and execute full-funnel B2B programs that drive demand, nurture prospects, accelerate pipeline, and increase revenue. You will partner closely with Sales, Demand Gen, Product Marketing, Marketing Operations, and Event Marketing to ensure leads are captured, scored, routed, nurtured, and converted effectively.This role requires hands-on experience with B2B marketing automation platforms and a strong command of funnel mechanics, lead scoring models, nurture strategy, and revenue attribution.

This role directly influences revenue growth by ensuring Zillow Rentals’ B2B funnel is high-performing, measurable, and scalable. You will help transform marketing from a lead generator into a true pipeline and revenue driver.

What You’ll Own

• Full-Funnel Lifecycle Strategy (B2B)

  • Design and execute scalable lifecycle programs spanning MQL → SQL → Opportunity → Closed-Won → Retention

  • Diagnose conversion gaps and friction points across the funnel and implement data-backed improvements

  • Improve pipeline velocity, lead-to-opportunity conversion, and revenue contribution
     

• Nurture & Engagement Programs

  • Develop segmented, multi-touch nurture programs aligned to buying stage, persona, and cohort

  • Create re-engagement campaigns to activate stalled or aging leads

  • Continuously test messaging, timing, channel mix, and offers to improve performance
     

• B2B Event Marketing Integration

  • Partner with Event Marketing and Demand Gen to maximize event ROI

  • Design pre-event, at-event, and post-event nurture streams

  • Operationalize event lead capture, scoring, segmentation, and pipeline follow-up
     

• Automation & Personalization at Scale

  • Scope and implement automated lifecycle journeys within Salesforce/Pardot, Marketo, HubSpot, or similar platforms

  • Leverage dynamic content and cohort-based personalization strategies

  • Collaborate cross-functionally to ensure accurate tracking and reporting
     

• Performance & Revenue Accountability

  • Use pipeline metrics, attribution reporting, and lifecycle dashboards to evaluate impact and merchandise efforts. 

  • Translate insights into clear recommendations and optimization roadmaps

  • Tie marketing activity directly to pipeline and revenue outcomes

This role has been categorized as a Remote position. “Remote” employees do not have a permanent corporate office workplace and, instead, work from a physical location of their choice, which must be identified to the Company. U.S. employees may live in any of the 50 United States, with limited exceptions.

In California, Connecticut, Maryland, Massachusetts, New Jersey, New York, Washington state, and Washington DC the standard base pay range for this role is $90,900.00 - $145,100.00 annually. This base pay range is specific to these locations and may not be applicable to other locations. In Colorado, Hawaii, Illinois, Minnesota, Nevada, Ohio, Rhode Island, and Vermont the standard base pay range for this role is $86,300.00 - $137,900.00 annually. The base pay range is specific to these locations and may not be applicable to other locations.

In addition to a competitive base salary this position is also eligible for equity awards based on factors such as experience, performance and location. Actual amounts will vary depending on experience, performance and location. Employees in this role will not be paid below the salary threshold for exempt employees in the state where they reside.

Who you are

• 3–5+ years of B2B lifecycle, CRM, or demand generation experience in a revenue-driven organization

• Strong working knowledge of B2B funnel mechanics, pipeline metrics, lifecycle stage definitions, and revenue attribution

• Demonstrated experience building and optimizing:

  • Segmented automated nurture programs that convert

  • Event marketing campaigns

  • Building on previous success and evolving programs

• Hands-on experience with a B2B marketing automation platform (Salesforce/Pardot, Marketo, HubSpot, etc.)

• Proven track record of improving MQL-to-SQL conversion, accelerating pipeline velocity, or increasing closed-won rates

• Strong analytical mindset; comfortable working with tools like GA, Databricks, Salesforce reporting, or similar

• Experience building and troubleshooting HTML email templates and writing marketing copy.

• Comfortable operating in ambiguity and building programs from the ground up

• Strong cross-functional collaborator with Sales, Product Marketing, and Marketing Operations

• Clear, confident communicator with strong project management skills

Transferrable Skills:

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, even if you don’t meet every requirement above.

Get to know us

At Zillow, we’re reimagining how people move—through the real estate market and through their careers. As the most-visited real estate platform in the U.S., we help customers navigate buying, selling, financing and renting with greater ease and confidence. Whether you're working in tech, sales, operations, or design, you’ll be part of a company that's reshaping an industry and helping more people make home a reality.

Zillow is honored to be recognized among the best workplaces in the country. Zillow was named one of FORTUNE 100 Best Companies to Work For® in 2025, and included on the PEOPLE Companies That Care® 2025 list, reflecting our commitment to creating an innovative, inclusive, and engaging culture where employees are empowered to grow.

No matter where you sit in the organization, your work will help drive innovation, support our customers, and move the industry—and your career—forward, together.

Zillow Group is an equal opportunity employer committed to fostering an inclusive, innovative environment with the best employees. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please contact your recruiter directly.

Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable state and local law.

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.