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Doctolib is seeking a Pricing & Packaging Senior Lead to join the Revenue Operations team in Berlin. You will own the pricing and packaging architecture for Doctolib's portfolio of healthcare software solutions—ranging from appointment management and patient communication to AI-powered phone assistants and complete practice management software—sold through field sales, inside sales, customer success, and partner channels.
The role bridges strategy and execution. You will develop pricing decisions based on willingness-to-pay analysis, competitive positioning, and unit economics. You will present these decisions to leadership and ensure they are implemented consistently across all sales motions: in seller offerings, discount rules, and realized pricing.
Key responsibilities include:
**Package Architecture:** Develop and evolve the package structure from entry-level to comprehensive offerings, defining which products and features belong at each tier, how tiers differentiate from one another, and what add-on options complement them.
**Pricing Logic & Differentiation:** Define pricing metrics (e.g., per practitioner, per practice, usage-based) and establish differentiation strategies by specialty, practice size, or contract duration.
**Evidence & Business Cases:** Measure willingness-to-pay, analyze price elasticity, conversion, and churn by segment, monitor competition, and model revenue and margin impact of pricing options with Finance.
**Price Changes to Market:** Plan price adjustments and package migrations for new and existing customers, including migration logic and communication strategies, and drive implementation across all sales channels.
**Discount Governance & Deal Desk:** Establish and manage discount rules, approval workflows, and special pricing terms. Provide transparency on realized pricing versus list price.
Within six months, you will have reviewed the package architecture and decided on next steps with leadership, implemented an initial price or package change, and built a reliable view of actual realized pricing after discounts.
**Requirements:**
- Multiple years of pricing and packaging experience in B2B SaaS or subscription businesses, either in-house or in pricing consulting, with demonstrated ability to bring price or package changes to market
- Expertise in measuring willingness-to-pay through customer conversations, surveys, market price tests, and data analysis (deal closure, usage, churn); ability to build pricing and margin models independently using spreadsheets and SQL
- Ability to translate analyses into clear recommendations on pricing metrics, package boundaries, and price levels; comfort presenting and defending recommendations to senior and sales leadership
- Routine use of AI in analysis and workflows (e.g., competitive monitoring, deal request analysis)
- Negotiation-level German and fluent English
**Nice-to-have:**
- Healthcare or health-tech experience, or experience in other regulated markets
- Experience with usage-based pricing models, self-service booking, or trial periods
- Experience with discount governance, deal desks, or CPQ systems
