Director of Pricing and Packaging (SaaS)

TL;DR

Director of Pricing and Packaging (SaaS): Owning the strategy for turning customer value into revenue with an accent on AI monetization and a shift from seat-based to outcome-based models. Focus on designing new monetization frameworks for agentic services and aligning Product, Sales, and Finance for topline growth.

Location: Delft, Netherlands or Kaiserslautern, Germany

Salary: €8,250–€9,250

Company

International software company specializing in service management, helping organizations deliver outstanding services worldwide.

What you will do

• Set the long-term pricing and packaging strategy across all SKUs, shifting from seat-based to hybrid and outcome-based models.
• Design monetization models for AI and agentic services, defining value metrics and margin guardrails.
• Manage packaging decisions, including tier structures, unbundling, and add-on definitions.
• Run pricing experiments and willingness-to-pay research to build data-driven business cases.
• Establish commercial guardrails and discount approval thresholds in partnership with Sales and Finance.
• Build and lead the pricing function, coaching the team on modern analysis and strategic value.

Requirements

• 10+ years in senior B2B SaaS roles with direct ownership of pricing and packaging.
• Direct experience monetizing AI, API, or platform products.
• Proven track record of leading major repricing or repackaging at a company with $100M+ ARR.
• Strong quantitative skills and the ability to build financial models personally.
• Experience influencing C-level decisions across Product, Sales, and Finance.

Nice to have

• Background in ESM, ITSM, or adjacent enterprise software.
• Experience with channel and partner pricing models.

Culture & Benefits

• 10 to Grow: Devote 10% of working time and a budget equivalent to 10% of gross annual salary to personal development.
• Paid parental leave: Full salary for 9 weeks and 50% of salary for 17 weeks.
• Volunteering: Support for volunteering during working hours.
• Standard perks: Laptop and a salary that grows with your performance.

Hiring process

• Application review of CV and cover letter.
• Phone screening to align expectations.
• Culture-fit interview.
• Detailed job and skills interview.
• Contract discussion and onboarding.