Lead Pricing Strategist - GitLab

GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. We embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows.

An overview of this role

The Pricing team defines and executes GitLab's pricing strategy, a function that's important to our success. As a Lead Pricing Strategist, you'll shape pricing and packaging across our portfolio, from the Premium and Ultimate tiers to GitLab Duo and our growing set of artificial intelligence (AI) and usage-based products, including Flex and Orbit. You'll work with leaders across Product Management, Product Marketing, Finance, go-to-market teams, Sales, and Deal Desk to evaluate opportunities, create business models for new offerings, and improve how we package our existing portfolio.

What you’ll do

• Collaborate with leaders across Product Management, Product Marketing, and Finance to create new commercial models, define strategies for new offerings, improve pricing and packaging for existing offerings, and drive GitLab's overall monetization strategy.
• Analyze market trends, competitor pricing, and customer and usage data to make evidence-based pricing recommendations.
• Use structured problem-solving to form hypotheses, complete analysis, validate findings, and recommend actions.
• Conduct regular pricing reviews, identify opportunities, and help create and carry out plans to address them.
• Evaluate new business models and monetization approaches as GitLab's portfolio evolves, especially for AI, credit-based pricing, and usage-based products.
• Partner with product and fulfillment teams to prioritize launches and map new stock keeping units (SKUs) to the correct products and feature sets.
• Monitor pricing and packaging changes after launch and apply what you learn to ongoing strategy.
• Communicate pricing concepts and recommendations clearly, influence senior leaders, and build alignment across stakeholders with competing priorities.

What you’ll bring

• Significant experience leading software as a service (SaaS) pricing strategy and analysis across products or a complex portfolio.
• Experience with financial analysis and modeling, with the ability to use data and business intelligence tools such as Sisense or Tableau to support recommendations.
• Strong analytical skills and the ability to turn complex data into clear, practical recommendations.
• Proven experience framing ambiguous/complex problems and facilitating executive decisions amongst conflicting priorities.
• The ability to communicate credibly with different audiences and influence senior management.
• A track record of maintaining alignment across cross-functional stakeholders while managing multiple projects and competing deadlines.
• Intellectual curiosity and comfort working through ambiguity. Develop and test approaches to ambiguous problems in a fast-paced, iterative environment.

About the team

We define and execute pricing strategy at GitLab. We work across Product Management, Product Marketing, Finance, go-to-market teams, Sales, Deal Desk, and fulfillment to shape business models, support product launches, and improve how we package and monetize our portfolio.

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.