Director of Pricing and Packaging (m/f/d)

What you'll do Own the pricing and packaging strategy Set the long-term direction for how TOPdesk prices and packages its products. Decide the pricing architecture across all SKUs, including the shift from seat-based to hybrid usage and outcome-based models for AI services. You own the what and the why of monetization; the boundary with Engineering on delivery stays clean. Get packaging right Own packaging decisions: what goes in which animal, what gets unbundled, what becomes an add-on. Keep positioning and monetization in step with what the product becomes. Design the monetization model for AI Define the value metrics for AI and agentic services (per resolution, per agent action, per outcome), and the metering and margin guardrails that keep them viable as token and compute costs fluctuate. Translate what agents make possible into a monetization model the market understands and will pay for. Own monetization outcomes You are measured on whether monetization moves the business: revenue growth, gross margin on AI services, expansion, and the strength of packaging as a competitive lever. Define success clearly and keep the focus there. Run the evidence engine Run pricing experiments and willingness-to-pay research with customers and prospects. Build the business case and forecast for each pricing change yourself. Bring data as evidence, not decoration. Hold the commercial guardrails Set discount guardrails and approval thresholds in partnership with Sales and Finance. Be the voice that protects price integrity when there is pressure to give it away. Lead and grow the pricing function Build and lead the pricing and packaging capability. Set the bar for how the team uses modern tooling and analysis, and coach them to donate their time on strategy and customer value rather than administrative effort. Influence at executive level Act as a trusted strategic partner to senior leadership across Product, Sales, and Finance. Distil pricing strategy, trade-offs, and revenue impact into concise narratives that support fast, effective decisions.

What we're looking for 10+ years in senior B2B SaaS roles, with deepthree, direct ownership of pricing and packaging. This can come from a dedicated pricing leadership track or from a senior product leadership role where you owned monetization end-to-end. Direct experience monetizing AI, API, or platform products, not just SaaS seats. A clear point of view on value metrics for AI and the conviction to defend them. Has led at least one major repricing or repackaging at a $100M+ ARR company. Strong quantitative chops: builds the model personally, rather than briefing analyst. A track record of influencing C-level decisions across Product, Sales, and Finance. Defends pricing discipline with evidence, even when there's pressure to give value away. Nice to have: ESM, ITSM, or adjacent enterprise software background, and experience with channel and partner pricing. Reporting line and decision rights Reports to the CPO, with a dotted line to the CFO for margin and forecast alignment. Owns: list price, packaging structure, value metric definition. Co-owns with CRO: discount guardrails, deal desk policy. Co-owns with CFO: margin targets, revenue forecast impact. About the role TOPdesk is an enterprise service management company helping organizations across Europe and beyond deliver better services. As Director of Pricing & Packaging, you will report to the CPO and work as a peer to the product directors who own the portfolio, partnering closely with Sales and Finance.

Job security: Permanent employment contract Remote work: Option to work up to 50% remotely Compensation: Holiday bonus, special payments, monthly tax-free benefits in the form of a Mastercard, corporate benefits Flexible working models: Full-time and part-time positions, flexible working hours Vacation: 30 days of annual leave Onboarding: Comprehensive onboarding program and structured training with a buddy dedicated Family friendliness: Flexible parental leave arrangements, family-friendly leadership, support for caregiving responsibilities Culture: Informal “du” culture, open and collaborative work environment in an international setting Development: Individual training opportunities, language learning platform Babbel, and e-learning platform Udemy Health & well-being: OpenUp, Wellhub, and in-office massages Mobility: Free parking, bicycle parking, bike leasing, and a transport public ticket You can find a complete list of our benefits here. .