Director of Pricing and Packaging (m/f/d) at TOPdesk · Delft

Company Description

We are looking for a Director of Pricing & Packaging to own how TOPdesk turns customer value into revenue, especially for our agentic services. This is a role with high strategic impact: as the product shifts from seats toward outcomes, AI monetization becomes a primary lever for growth.

This role is for a leader who wants to accelerate topline growth through pricing and packaging, and who treats them as product decisions. You set the direction for how our value is metered, packaged, and priced across the portfolio. You align Product, Sales, and Finance around it, and you make sure the model moves the business. You thrive in ambiguity, build the analysis yourself, and hold a clear line from customer value to revenue and margin.

AI is changing both what we sell and how we price it. Token and compute costs move, value metrics are unsettled, and the buyer increasingly orchestrates agents rather than operating a tool. We need a director with the conviction to design new monetization models for this world, the quantitative depth to defend them, and the spine to hold the line when the easy answer is to discount.

Job Description

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.

Qualifications

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.

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.
• 2.5% of your time for volunteer work.
• A strong focus on diversity, inclusivity, and sustainability.
• And plenty of additional perks.