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

Company Description

We are looking for a Director of Pricing & Packaging to own how TOPdesk turns customer value into revenue, especially for our agentic services.

This is a role with high strategic impact: as the product shifts from seats toward outcomes, AI monetization becomes a primary lever for growth.

AI is changing both what we sell and how we price it.

Token and compute costs move, value metrics are unsettled, and the buyer increasingly orchestrates agents rather than operating a tool.

We need a director with the conviction to design new monetization models for this world, the quantitative depth to defend them, and the spine to hold the line when the easy answer is to discount.

Job Description

• What you’ll do
• Own the pricing and packaging strategy: set the long‑term direction for how TOPdesk prices and packages its products.

Decide pricing architecture across all SKUs, including the shift from seat‑based to hybrid usage and outcome‑based models for AI services.

Own the what and why of monetization; keep the boundary with Engineering on delivery clean.

• Get packaging right: own packaging decisions—what goes in which tier, what gets unbundled, what becomes an add‑on. Keep positioning and monetization aligned with product changes.
• Design the monetization model for AI: define value metrics for AI and agentic services (per resolution, per agent action, per outcome), set 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: measured on revenue growth, gross margin on AI services, expansion, and the strength of packaging as a competitive lever.

Define success clearly and maintain focus.

• 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.

Use data as evidence, not decoration.

• Hold commercial guardrails: set discount guardrails and approval thresholds in partnership with Sales and Finance. Protect price integrity when pressured to give away.
• Lead and grow the pricing function: build and lead the pricing & packaging capability.

Set the bar for modern tooling, analysis, and coach the team to focus on strategy rather than administrative tasks.

• Influence at executive level: act as a strategic partner to senior leadership across Product, Sales, and Finance.

Distill pricing strategy, trade‑offs, and revenue impact into concise narratives that support fast decisions.

Qualifications

• 10+ years in senior B2B Saa S roles with deep, direct ownership of pricing and packaging (dedicated pricing track or senior product leader with end‑to‑end monetization).
• Direct experience monetizing AI, API, or platform products, not just Saa S seats. Clear viewpoint on value metrics for AI and conviction to defend them.
• Led at least one major repricing or repackaging at a $100M+ ARR company.
• Strong quantitative skills: builds the model personally, not only briefs an analyst.
• Track record of influencing C‑level decisions across Product, Sales, and Finance.
• Defends pricing discipline with evidence, even under pressure.
• Nice to have: ESM, ITSM, or adjacent enterprise software background; experience with channel and partner pricing.
• Reporting line and decision rights
• Reports to the CPO, dotted line to 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 and Team

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.

Additional Information

What we offer

• 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 dedicated buddy.
• 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: Open Up, Wellhub, and in‑office massages.
• Mobility: Free parking, bicycle parking, bike leasing, and a public transport ticket.

You can find a complete list of our benefits here.

Are you interested?

We look forward to receiving your compelling application, including your salary expectations, via the application form below.

If you have any questions, your contacts Fabienne Even and Michelle Dhom will be happy to assist you via email at jobs@topdesk. de or by phone at

49 (0) 63162400‑444 . Please note that this email address is intended exclusively for inquiries – applications cannot be submitted through it.

• We welcome applications from all interested parties, regardless of their ethnic and social background, age, religion, gender, disability, and sexual orientation or identity.
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