Director of Pricing and Packaging (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 position
- 8250-9250
- Delft, 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.
This is what you do it for
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.
10 to Grow
Devote 10% of your working time and a budget equivalent to 10% of your gross annual salary to personal development.
Paid parental leave
Receive your full salary for 9 weeks + 50% of your salary for 17 weeks. Why? Because parenting is hard work.
Volunteering
Simply do it during work time. Did we mention helping people is part of our DNA?
10 to Grow
Devote 10% of your working time and a budget equivalent to 10% of your gross annual salary to personal development.
Paid parental leave
Receive your full salary for 9 weeks + 50% of your salary for 17 weeks. Why? Because parenting is hard work.
Volunteering
Simply do it during work time. Did we mention helping people is part of our DNA?
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 Who am I speaking to?
During a phone screening interview, we’ll check if our expectations are aligned. If so, we’ll get together for the first interview.
3 First interview: culture
You'll get to know TOPdesk, and we’ll get to know you! If you have the true TOPdesk spirit, we’ll meet again for a second interview.
4 Second interview: job details
Let’s find out if your experience and skills make you the perfect fit for the job and team.
5 Contract discussion
Everyone excited? Check! Time to draw up a contract and choose your start date.
6 Welcome to TOPdesk!
Once you’ve signed the contract, we’ll arrange everything for your first day. Let the adventure begin!
