Pricing and Packaging Director (m/f/d) / B2B SaaS

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 tasks

What you'll be doing

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

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.

Professionals with experience in the following areas are encouraged to apply:

Pricing Strategy • Monetization • Packaging • Commercial Strategy • Product Strategy • Revenue Growth • AI Pricing • SaaS Pricing • Value-Based Pricing • Product Monetization • Pricing Transformation

What we offer

Permanent employment contract and 30 days of annual vacation

Pleasant working atmosphere with flat hierarchies

Open working atmosphere in an international environment

Flexible working hours within a modern working environment

Possibility to work remotely

Well-founded onboarding by a buddy

Time for individual training opportunities to further develop your personal strengths

Joint employee events and team building measures

Employee subsidy for gym membership

Company health measures such as health days or fresh fruit

Free drinks (coffee, tea, water)

Gifts on special occasions, e.g. anniversary

Monthly tax-free payment in the form of a Mastercard

Possibility of time off (sabbatical)

Quality time together (table football, table tennis table, massage chair)

Corporate benefits

Vacation bonus

Got excited?

If so, send us your CV and a cover letter using the job application form.

In need of some inspiration for your cover letter? We are curious about your technical background and leadership experience. Next to that, we want to know why you want to work in this role at TOPdesk.

If you have any questions, your contacts Fabienne Even and Michelle Dhom are available by e-mail at jobs@topdesk.de or by phone at +49 (0) 63162400-444 .

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