About the Position

Head of Pricing & Packaging

Locations:

Frankfurt am Main, Deutschland (Hybrid)
Remote (Romania)
Remote (Finland)

Employment Type:

Permanent employee

Your Mission

What You Will Own

Pricing Research & Market Intelligence:

Own the evidence base for every pricing decision: competitive and market intelligence, price analysis of won and lost deals, install-base monetization analysis, and willingness-to-pay research. Build this into a continuously maintained fact base supported by Analytics and RevOps data.

Monetization Strategy:

Design and maintain a coherent packaging architecture across the portfolio: tier structure, feature allocation, add-on logic, and the value metrics that align price with customer value. Define how we monetize AI-powered capabilities.

Price Setting:

Own list pricing and price-point recommendations across products, tiers, segments, and regions, grounded in willingness-to-pay evidence, win/loss analysis, and margin economics. Define discount guardrails and floors with Sales and Finance, and lead structured price reviews.

Competitive Pricing Strategy:

Maintain understanding of competitor pricing and packaging. Define where we defend value, where we flex, and how we use packaging to compete strategically rather than reactively.

Driving the Pricing Board:

Be the engine of the Pricing Board (CFO, CRO, CPO; CEO or their delegates). Own the agenda and cadence, prepare the fact base and decision-ready proposals, drive the meetings, and document and track decisions through to execution.

Scope Boundaries

This role owns pricing end to end from insight to decision: pricing research, monetization strategy, and price setting. Pricing operations remain in Revenue Operations, working within the frameworks and guardrails this role sets. Product positioning and launch execution remain with Product Marketing. Individual deal exceptions stay with Sales and the deal desk, operating within Board-ratified guardrails.

Reporting & Key Relationships

This role reports to the Chief Product Officer and sits within the Product organization, with strong working relationships (dotted lines) into Finance and Sales leadership. You drive the Pricing Board (CFO, CRO, CPO, CEO) and collaborate day to day with Product Management, Product Marketing, Revenue Operations, and Finance. You will present regularly to the executive committee.

Your Profile

What You Will Bring

5–8+ years of dedicated pricing and monetization experience in B2B SaaS.
Native fluency in the SaaS business model: ARR and net revenue retention mechanics, land-and-expand and renewal dynamics, churn economics, and a practiced sense of how packaging and price changes ripple through these metrics over time.
Demonstrated ownership of at least one major packaging or pricing-model change end to end: analysis, executive alignment, customer migration, and post-launch measurement.
Deep command of the pricing craft: value-metric design, packaging architecture, willingness-to-pay research methods, segmentation, and discount/realization analytics.
Strong analytical fluency - comfortable working directly with revenue, usage, and win/loss data and turning it into clear, decision-ready recommendations.
Executive presence and influence: able to run a decision forum with a CPO, CFO, and CRO at the table, align them around a recommendation, hold your ground constructively, and make decisions stick across functions.
A builder’s temperament - energized by being a function of one at the start, pragmatic about sequencing, and able to deliver insight before perfect data exists.

Nice to Have

Experience with pricing approaches for the AI era: monetizing AI-powered capabilities, usage-, consumption- or credit-based models, hybrid subscription-plus-usage architectures, and choosing the right value metric for AI-driven value.
Familiarity with multi-product portfolios, platform packaging, or post-acquisition pricing harmonization.
Experience standing up pricing governance (pricing boards or councils, decision-rights frameworks) in a scale-up environment.

Why Us?

The economics of enterprise software are being rewritten. AI-powered capabilities are redefining what customers value and what they expect to pay for. More and more, value flows from the outcomes software delivers. This makes packaging and pricing one of the most strategic levers a software company has. It shapes how customers adopt, how value is captured, and how sustainably the business grows. Matrix42 is investing in this discipline with a dedicated, senior owner.

As Head of Pricing & Packaging, you will own the full insight-to-decision chain of monetization across the entire Matrix42 product portfolio: the pricing research that grounds our choices, the packaging architecture, the value metrics we charge on, the price points we set, and the competitive pricing strategy we follow. You will be the engine of our Pricing Board - the executive forum where all pricing and packaging decisions are made - preparing decision-ready proposals and driving its meetings. You will operate as a strategic peer to senior Product, Sales, Marketing, and Finance leadership, turning data and customer insight into pricing decisions that strengthen our market position. This is a build-it role: you will have the mandate and executive sponsorship to establish the discipline from the ground up.

Our Benefits

We offer 30 vacation days, flexible self-managed working hours, and a hybrid setup that supports remote work. But what truly sets this role apart is the opportunity to be part of a distinct European growth journey – shaping the European choice in Service Management that is a trusted and loved player in the market, while contributing to a company that is scaling with clear purpose, ambition, and customer focus.

About the Company

Unsere Ambition ist es, die erste Wahl in Europa für Service Management zu sein!

Mit unserer Plattform können Kunden IT- und Geschäftsprozesse, Assets, Endgeräte und Identitäten effizient verwalten, um Produktivität, Agilität, Sicherheit und das Mitarbeitererlebnis zu verbessern. Durch die Bereitstellung digitaler Arbeitsumgebungen und IT-Self-Service mit ganzheitlicher Integration und automatisierten Prozessen digitalisieren und automatisieren wir die täglichen Aufgaben unserer Kunden.

Werde Teil unseres vielfältigen Teams von 600 Fachkräften in ganz Europa! Unsere Unternehmenskultur basiert auf starken Werten, wobei der Erfolg unserer Kunden oberste Priorität hat. Wir unterstützen dein persönliches und berufliches Wachstum und helfen dir, dein volles Potenzial durch individuelle Ziele zu erreichen. Begleite uns auf einer Reise, auf der du dich sowohl beruflich als auch persönlich weiterentwickeln kannst.

Wir setzen auf ein inklusives und vielfältiges Arbeitsumfeld und begrüßen Bewerbungen aller Personen, unabhängig von Geschlecht, Alter, Behinderung, ethnischer oder sozialer Herkunft, Religion oder Weltanschauung, sexueller Orientierung oder Identität.

Your Contact Person

Send us your application, including your salary requirements and earliest possible starting date, directly through our online portal via the "Apply for this job" button. If you have any questions, please do not hesitate to contact Yuilia Borodatova.

We ask for your understanding that MATRIX42 can only accept applications online via the applicant portal in connection with our applicant management system due to the currently valid EU data protection regulations.

Head of Pricing & Packaging

Job description