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

TOPdesk; Delft; On-site; EUR 180,000 - 250,000; Full time

Benefits offered by this job

Free lunch and barista at the office

Job summary

TOPdesk is seeking a Pricing and Packaging Director to lead the global pricing strategy for traditional SaaS and AI-powered products. You will build pricing models, create customer-friendly packaging, and collaborate with Product, Sales and Finance leadership to define the commercial foundation for growth.

This role focuses on moving beyond price lists to strategic monetization, partnering with executives to drive revenue, margins and market position.

Qualifications

• 10+ years in senior B2B SaaS pricing roles with ownership of pricing and packaging.
• Direct experience monetizing AI, API, or platform products with value metrics.
• Led at least one major repricing or repackaging at a $100M+ ARR company.
• Strong quantitative chops with hands-on modeling.
• Track record of influencing C-level decisions across Product, Sales and Finance.
• Nice to have: background in ESM/ITSM or adjacent enterprise software.

Responsibilities

• Own global pricing and monetization strategy from idea to implementation.
• Define long-term pricing architecture across the portfolio and evolve models from seat-based licensing to hybrid usage- and outcome-based.
• Shape AI monetization with value metrics, pricing models and guardrails for AI products.
• Drive commercial growth with pricing and packaging strategies to accelerate revenue and margins.
• Lead pricing decisions using customer research, experiments and financial modelling.
• Build and lead Pricing & Monetization capability and coach the team.
• Partner with Product, Sales and Finance to translate strategy into business outcomes.

Skills

Pricing leadership

AI monetization

Data-driven pricing

Cross-functional leadership

C-level influence

Job description

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.

Job Description

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.

Qualifications

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:

• Packaging
• Revenue Growth
• Value-Based Pricing

Additional Information

What we offer

• Working at one of the best employers in the Netherlands.
• A role in an international, fast-growing company.
• The freedom and responsibility to shape your role and make an impact.
• The opportunity to work closely with stakeholders across the organization.
• Free lunch and barista at the office.
• A strong focus on diversity, inclusivity, and sustainability.