We are looking for you as a Pricing & Packaging Senior Lead for our Revenue Operations team in Berlin.

Doctolib offers medical practices in Germany a portfolio that ranges from appointment management and patient communication, through AI assistants for telephone and documentation, to complete practice software, sold via Field Sales, Inside Sales, Customer Success and Partners. You are responsible for the pricing and packaging architecture of this portfolio: how we differentiate prices, what an entry-level package must deliver, how our bundles are structured and according to which logic we invoice.

The role combines strategy and implementation. You develop pricing decisions based on willingness to pay, competition and unit economics, represent them to the leadership and ensure they reach the market as intended: in the offer of the Sellers, in the discount rules and in the realised price.

After six months you have put our packaging architecture to the test and decided the next steps with the leadership, implemented a first price or package change and built a reliable view of which price is actually realised after discounts.

Your tasks

• Package architecture: You develop our package structure from the entry-level package to the complete offer and determine which products and services sit where, how the tiers are delineated from one another and which additional options they include
• Pricing logic and differentiation: You define what a price refers to, for example per practitioner, per practice or by usage, and how we differentiate by specialty, practice size or contract term
• Evidence and business cases: You measure willingness to pay, analyse price elasticity, conversion and churn by segment, monitor the competition and model the revenue and margin impact of each option with Finance
• Price changes in the market: You plan price adjustments and package switches for new and existing customers, including migration logic and communication, and support them through all Sales Motions
• Discount governance and Deal Desk: You are responsible for discount rules, approval logic and special conditions and make transparent how much of the list price is actually realised

Your profile

Are you firmly convinced that you bring exactly what the position requires? Then we encourage you to apply. Even if you do not meet every requirement, you may be exactly the right future Doctolib colleague for this or other roles!

To become part of our team, you bring the following:

• You have designed pricing and packaging for several years in B2B SaaS or another subscription business, in-house or in pricing consultancy, and have brought price or package changes through to the market
• You know how to uncover willingness to pay, from customer conversations, surveys, in-market price tests and data on deals, usage and churn, and you build your own pricing and margin models in spreadsheets and SQL
• You translate analyses into clear recommendations on pricing metric, package boundaries and price level, and present them to Senior Leadership and Sales Leadership
• You routinely use AI in analysis and workflows, for example for competitor monitoring or the evaluation of deal requests
• You speak German with negotiating confidence and fluent English

We are also particularly interested in:

• Experience in healthcare, with health tech or in another regulated market
• Experience with usage-based pricing models, self-service booking or trial phases
• Experience with discount governance, a Deal Desk or CPQ systems

What we offer you

• A Deutschlandticket sponsored by Doctolib if you work from the office or in hybrid mode
• 28 days of holiday + 1 additional day for each full calendar year of employment (max. 30 days)
• The option to work 10 days a year from abroad
• Supplementary private health insurance with individual additional benefits (including professional teeth cleaning and much more)
• Company pension scheme (bAV) with an employer contribution of 40% (15% during the probationary period)
• Participation in Doctolib's long-term employee share programme DoctoGrowth
• The Doctolib Parent Care Programme, which includes extra parental leave (1 month) and much more
• Free mental health and coaching sessions via an external partner
• In addition to healthy snacks and a regular breakfast buffet, we offer meal vouchers
• A subsidised sports offer with our partner Urban Sports Club
• For carers and employees with disabilities there is an offer that includes more flexible working hours, additional leave for medical reasons and psychological support

The interview process

• Interview with your TA Partner
• Interview with your Manager
• Peer Interview
• Case Study Interview

Job Details

• Permanent employment
• Full-time
• Place of work: Berlin
• Hybrid working (3 days in office per week)
• Start date: immediately

We pursue the vision of improving the health of everyone. This is also reflected in our recruiting. We assess applications solely on the basis of qualifications and motivation. Discrimination is not tolerated at our company.

The more diverse our team and ideas are, the more our product can improve the health of our users. That is why we invite you to apply, regardless of gender, religion, age, sexual orientation, ethnic origin or disability.

To ensure equal opportunities, you may omit information such as photos, age, etc. from your application. Please let us know what arrangements we can make to support you in the best possible way. We look forward to digitalising healthcare with you!

All information provided will be processed by Doctolib for application management. For details on data processing, please click here.

If you have questions or wish to exercise your rights, please contact hr.dataprivacy(at)doctolib.com.

 

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