Director of Pricing and Packaging

Company Overview

TOPdesk is an enterprise service management provider supporting organizations across Europe and beyond in improving their service delivery. We are seeking a Director of Pricing and Packaging to lead the conversion of customer value into revenue, particularly focusing on agentic services and innovative AI-driven monetization models.

Role Overview

This strategic leadership position is designed for someone eager to accelerate revenue growth by treating pricing and packaging as key product decisions. You will define how value is captured through pricing architecture, transitioning from seat-based models to outcome-driven pricing, especially for AI services. You will align cross-functional teams—Product, Sales, and Finance—to ensure the pricing strategy fuels business growth and margin enhancement.

Key Responsibilities

• Lead and define the overall pricing and packaging strategy across the product portfolio, initiating the shift toward hybrid usage and outcome-based pricing for AI services.
• Determine packaging structures, including tier compositions, unbundling products, and add-ons, keeping alignment with product developments and positioning.
• Develop monetization models for AI and agentic services using relevant value metrics such as per resolution, agent action, or outcome, while managing cost fluctuations and margin controls.
• Drive measurable monetization outcomes including revenue increase, gross margin improvement on AI services, market expansion, and competitive packaging strength.
• Manage pricing experiments and customer willingness-to-pay research, personally constructing business cases and forecasting impacts to support data-driven decisions.
• Set and enforce discount policies and approval thresholds with Sales and Finance, maintaining pricing integrity under commercial pressures.
• Build and lead the pricing and packaging team, elevating analytical standards and emphasizing strategic, value-oriented contributions over administrative tasks.
• Serve as a strategic partner to senior leadership across Product, Sales, and Finance, communicating pricing strategies and their revenue implications clearly and concisely.

Qualifications and Experience

• At least 10 years of senior experience in B2B SaaS with direct responsibility for pricing and packaging strategy, whether through dedicated pricing leadership or product monetization roles.
• Practical experience monetizing AI, API, or platform-based products, with definitive opinions on AI value metrics and the confidence to uphold them.
• Demonstrated leadership in executing a significant repricing or repackaging effort at a company achieving $100M+ in ARR.
• Strong quantitative expertise, including personal development of pricing models rather than relying solely on analysts.
• Proven ability to influence executive-level stakeholders in Product, Sales, and Finance.
• Resilient in upholding pricing discipline backed by empirical evidence, despite competitive pressure to discount.
• Preferred: Background in Enterprise Service Management (ESM), IT Service Management (ITSM), or related enterprise software, including exposure to channel and partner pricing strategies.

Reporting and Decision-Making Authority

• Reports directly to the Chief Product Officer, with a dotted reporting line to the Chief Financial Officer for margin and forecasting alignment.
• Owns list prices, packaging frameworks, and value metrics.
• Collaborates with the Chief Revenue Officer on discount policies and deal desk rules.
• Works jointly with the CFO on margin targets and revenue forecasts.

Additional Information and Benefits

• Permanent employment contract ensuring job security.
• Hybrid work model allowing up to 50% remote work.
• Competitive compensation including holiday bonuses, special payments, monthly tax-free benefits via Mastercard, and corporate benefits.
• Flexible working hours and options for full-time or part-time roles.
• Generous vacation allowance of 30 days annually.
• Structured onboarding with dedicated buddy and comprehensive training programs.
• Family-friendly policies including flexible parental leave and leadership support for caregiving.
• Inclusive, informal company culture promoting openness and collaboration in an international environment.
• Opportunities for personal development including training, language learning platforms, and e-learning subscriptions.
• Health and wellness benefits such as counseling services, well-being programs, and onsite massages.
• Transportation perks including free parking, bicycle facilities, bike leasing options, and public transport tickets.

Equal Opportunity Statement

We encourage applications from individuals of all backgrounds regardless of ethnicity, social status, age, religion, gender, disability, or sexual orientation.