An overview of this roleThe Pricing Strategy team owns the end-to-end pricing, packaging, and commercialization strategy across GitLab's product portfolio, from Premium and Ultimate tiers to GitLab Duo and our expanding artificial intelligence (AI) capabilities. As a Staff-level pricing and commercialization expert, you'll design, scale, and drive GitLab's enterprise monetization and commercial buying programs as an individual contributor at the top of our individual contributor track. You'll serve as the architect of our Enterprise Agreements, cloud marketplace and channel pricing structures, and competitive commercial programs, partnering across Product, go-to-market (GTM), Finance, Sales, Renewals, Product Marketing, Partners, and Deal Desk to turn pricing decisions into scalable programs that work for customers and the field.
What you'll do- Drive competitive pricing programs and tactical deal plays, including promotions, competitive replacement offers, and deal support, that help the field win and displace competitors in the DevSecOps and AI tooling market.
- Own list-to-net price realization strategy across products, geographic regions, GTM segments, and routes to market.
- Partner with Product Management, Product Marketing, and GTM leaders to shape new packaging and pricing proposals, evaluate monetization models as GitLab's AI and platform capabilities evolve, and bring data-backed recommendations to cross-functional and executive stakeholders.
- Act as the go-to expert for pricing enablement by building training, playbooks, and battlecards that give the field confidence in pricing conversations and help them explain commercial value.
- Put commercial programs into practice in partnership with Deal Desk, Revenue Operations, and Data teams, staying hands-on with execution as well as strategy.
- Define, launch, and scale Enterprise Agreements and marketed bundling strategies that simplify transactions, encourage multi-product and GitLab Duo adoption, and maximize customer lifetime value.
- Define channel and marketplace pricing strategy, including tiering, discounting frameworks, and margin structures, across resellers, global systems integrators, independent software vendors, and cloud marketplaces such as Amazon Web Services, Google Cloud Platform, and Microsoft Azure.
- Document decisions and frameworks in the GitLab handbook and default to asynchronous, written communication as part of GitLab's all-remote, globally distributed team.
What you'll bring- Extensive experience across strategy consulting, pricing, strategic finance, or corporate or deal strategy, ideally at a software as a service or enterprise software company.
- Deep experience in monetization or pricing strategy, including direct ownership of pricing waterfalls, enterprise buying programs such as Enterprise License Agreements or Enterprise Agreements, or channel and marketplace pricing models.
- A track record of operating as a go-to expert without formal authority. Other teams bring you difficult pricing questions, and your recommendations carry weight with senior stakeholders because of the thinking and evidence behind them.
- Hands-on work with AI agents and automations that real teams used in production
- A bias toward iteration and shipping. You're comfortable making a strategic call, documenting the reasoning, and adjusting as new data comes in instead of waiting for perfect information.
- Strong written communication skills and the ability to work independently in an asynchronous, all-remote environment while driving cross-functional agreement.
- Experience partnering with and influencing senior stakeholders across Product, Sales, and Finance, including vice president and senior vice president levels, as an individual contributor.
About the teamThe Pricing Strategy team shapes how GitLab packages, prices, and commercializes its product portfolio. The team works across Product, GTM, Finance, Partners, Deal Desk, Renewals, and Data to create pricing frameworks and buying programs that can scale. In this role, you'll help connect product and monetization strategy with the practical programs used by customers, partners, and the field.
The base salary range for this role's listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
United States Salary Range
$139,200-$235,200 USD
How GitLab Supports Full-Time Employees- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental Leave
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
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