Pricing and Packaging Director (m/f/d)
TOPdesk is an international software company specializing in service management. With over 700 colleagues across 8 countries and more than 5,000 customers worldwide, we help organizations deliver outstanding services every day.
- 40
- Senior
- University degree/Vocational qualification
- 8250-9250
- Kaiserslautern
Shape the future of AI monetization at TOPdesk.
Software is changing rapidly. AI is transforming how customers buy, use and value software—and we’re looking for someone who wants to define what comes next.
As our Pricing and Packaging Director , you’ll lead the evolution of TOPdesk’s global pricing strategy. You’ll build pricing models for traditional SaaS as well as AI-powered products, create commercial packaging that customers love, and help shape one of Europe’s leading SaaS companies together with Product, Sales and Finance leadership.
This isn’t about maintaining existing price lists—it’s about building the commercial foundation for the next stage of our growth.
Your job
You’ll own our global pricing and monetization strategy from idea to implementation.
Your work will include:
- Own our global pricing & packaging strategy – Define the long-term pricing architecture across our portfolio and lead the evolution from seat-based licensing to hybrid usage- and outcome-based models.
- Shape the monetization of AI – Design value metrics, pricing models and commercial guardrails for AI-powered products and agentic services.
- Drive commercial growth – Develop pricing and packaging strategies that accelerate revenue growth, improve margins and strengthen our competitive position.
- Lead strategic pricing decisions with data – Use customer research, pricing experiments and financial modelling to turn insights into business decisions.
- Build and lead our Pricing & Monetization capability – Establish a modern pricing function and coach the team to focus on strategy, customer value and commercial impact.
- Partner with executive leadership – Work closely with Product, Sales and Finance to translate pricing strategy into clear business outcomes.
Your profile
We’re looking for someone who combines strategic thinking with hands-on experience building successful pricing organizations.
Ideally, you’ll bring:
- 10+ years in senior B2B SaaS roles, with deep, 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 an 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.
What we offer
The nicest colleagues, a laptop, and a salary that grows with you. That is a no-brainer, of course. But there’s more. Much more. In the Employee Handbook, you’ll discover all of our employment conditions.
Vacation
30 days' vacation a year - enough time to switch off, discover new things or simply do nothing for a change.
Salary
Vacation pay, special payments, monthly tax-free benefit in kind in the form of a Mastercard, corporate benefits.
Remote work
There is the possibility to work partly remotely after onboarding. As it fits in with appointments or other requirements.
Vacation
30 days' vacation a year - enough time to switch off, discover new things or simply do nothing for a change.
Salary
Vacation pay, special payments, monthly tax-free benefit in kind in the form of a Mastercard, corporate benefits.
Remote work
There is the possibility to work partly remotely after onboarding. As it fits in with appointments or other requirements.
The job interview process. This is how we do it!
1 You apply
You send your CV and cover letter. Within the week, you'll hear if we're going to meet.
2 You receive an invitation
Your preparation for the interview: You don't need to know all the company figures by heart, but it is an advantage if you have read up on our company in advance so that you can ask us any questions during the interview. Dress code: There is no prescribed dress code at TOPdesk. Just come in your favorite sneakers.
3 We get to know each other
During the interview, we'll tell you more about TOPdesk and you'll tell us more about yourself. The aim? To find out whether we are a good fit. It is particularly important for us to get to know your personality, as we cultivate a corporate culture in which every person and their individual skills are valued. Just be yourself!
4 We meet again
Let’s find out if your experience and skills make you the perfect fit for the job and team.
5 Contract discussion
Are both sides enthusiastic? Then we will plan another meeting as soon as possible to conclude a contract.
6 Welcome to TOPdesk
After you have signed the contract, we will agree the date of your first working day. Your career at TOPdesk can begin! Your personal buddy will be at your side right from the start and will help you to quickly find your feet in your new working life.
Are you interested?
Then we look forward to receiving your comprehensive application, including your salary expectations, using the application form below.
We are also interested in how you heard about us and why you are interested in TOPdesk as a future employer.
* We welcome applications from all interested parties, regardless of their ethnic and social background, age, religion, gender, disability, sexual orientation, or identity.
Apply now