Pricing & Packaging Senior Lead

About the role

The Pricing & Packaging Senior Lead will define and evolve the pricing and packaging architecture for Doctolib's portfolio of healthcare software solutions. This role bridges strategy and execution by developing pricing models based on market data, unit economics, and competitive analysis while ensuring these strategies are effectively implemented across sales motions. You will work closely with leadership to drive revenue growth and optimize pricing structures for both new and existing customers.

Responsibilities

• Develop and refine the package structure from entry-level to comprehensive offerings
• Define pricing logic based on metrics such as per-practitioner, per-practice, or usage-based models
• Analyze willingness to pay, price elasticity, conversion, and churn to build robust business cases
• Plan and execute price adjustments and package migrations across all sales channels
• Manage discount governance, approval logic, and special conditions to ensure realized pricing transparency

Required skills

• Pricing
• Packaging
• B2B SaaS
• Subscription business
• SQL
• Spreadsheets
• German
• English
• Strategy

Nice to have

• Health-tech
• Usage-based pricing
• Self-service booking
• Deal Desk
• CPQ systems

Qualifications

• Several years of experience in pricing and packaging within B2B SaaS or subscription businesses

Benefits

• Deutschlandticket
• Company pension scheme
• Health insurance
• Mental health and coaching sessions
• Employee stock program
• Parent care program
• Urban Sports Club membership
• Meal vouchers

About the Company

Doctolib provides a portfolio of digital solutions for medical practices in Germany, ranging from appointment management and patient communication to AI-powered assistants for telephony and documentation.