Director of Pricing and Packaging

What you’ll do

Own the pricing and packaging strategy

Set the long-term direction for how TOPdesk prices and packages its products. Decide the pricing architecture across all SKUs, including the shift from seat-based to hybrid usage and outcome-based models for AI services. You own the what and the why of monetization; the boundary with Engineering on delivery stays clean.

Get packaging right

Own packaging decisions: what goes in which tier, what gets unbundled, what becomes an add-on. Keep positioning and monetization in step with what the product becomes.

Design the monetization model for AI

Define the value metrics for AI and agentic services (per resolution, per agent action, per outcome), and the 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

You are measured on whether monetization moves the business: revenue growth, gross margin on AI services, expansion, and the strength of packaging as a competitive lever. Define success clearly and keep the focus there.

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. Bring data as evidence, not decoration.

Hold the commercial guardrails

Set discount guardrails and approval thresholds in partnership with Sales and Finance. Be the voice that protects price integrity when there is pressure to give it away.

Lead and grow the pricing function

Build and lead the pricing and packaging capability. Set the bar for how the team uses modern tooling and analysis, and coach them to spend their time on strategy and customer value rather than administrative effort.

Influence at executive level

Act as a trusted strategic partner to senior leadership across Product, Sales, and Finance. Distil pricing strategy, trade-offs, and revenue impact into concise narratives that support fast, effective decisions.

What we’re looking for

• 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.

Reporting line and decision rights

Reports to the CPO, with a dotted line to the 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.