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 roleWe’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 OwnFull-Funnel Lifecycle Strategy (B2B)Design and execute scalable lifecycle programs spanning MQL → SQL → Opportunity → Closed-Won → RetentionDiagnose conversion gaps and friction points across the funnel and implement data-backed improvementsImprove pipeline velocity, lead-to-opportunity conversion, and revenue contributionNurture & Engagement ProgramsDevelop segmented, multi-touch nurture programs aligned to buying stage, persona, and cohortCreate re-engagement campaigns to activate stalled or aging leadsContinuously test messaging, timing, channel mix, and offers to improve performanceB2B Event Marketing IntegrationPartner with Event Marketing and Demand Gen to maximize event ROIDesign pre-event, at-event, and post-event nurture streamsOperationalize event lead capture, scoring, segmentation, and pipeline follow-upAutomation & Personalization at ScaleScope and implement automated lifecycle journeys within Salesforce/Pardot, Marketo, HubSpot, or similar platformsLeverage dynamic content and cohort-based personalization strategiesCollaborate cross-functionally to ensure accurate tracking and reportingPerformance & Revenue AccountabilityUse pipeline metrics, attribution reporting, and lifecycle dashboards to evaluate impact and merchandise efforts. Translate insights into clear recommendations and optimization roadmapsTie marketing activity directly to pipeline and revenue outcomesThis 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 are3–5+ years of B2B lifecycle, CRM, or demand generation experience in a revenue-driven organizationStrong working knowledge of B2B funnel mechanics, pipeline metrics, lifecycle stage definitions, and revenue attributionDemonstrated experience building and optimizing:Segmented automated nurture programs that convertEvent marketing campaignsBuilding on previous success and evolving programsHands-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 ratesStrong analytical mindset; comfortable working with tools like GA, Databricks, Salesforce reporting, or similarExperience building and troubleshooting HTML email templates and writing marketi