Principal Revenue 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. More than 50 million registered users and over 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.

An Overview of This Role

As a Principal Revenue Strategist, you'll help shape how GitLab brings its products to market as artificial intelligence changes how software is built and bought. Reporting to the VP of Revenue Strategy, you'll be a senior individual contributor connecting market, product, and field insights to clear recommendations and changes in how we sell. You'll take on complex, open-ended go-to-market questions with limited context, working directly with executive partners across Sales, Finance, and Product to decide where to invest, how to reach customers, and what needs to change.

What You'll Do

• Go-to-Market Strategy: Shape revenue strategy across customer segmentation, sales coverage, sales motions, and investment priorities.
• Commercial & Monetization Design: Design multi-quarter changes in how we sell and monetize, defining the implications for the customer journey, metrics, roles, incentives, and operating model. Build agreement on the path forward and partner with Field Operations and Enablement on execution.
• Market & Expansion Strategies: Develop market and expansion strategies, prioritizing markets, defining go-to-market models and capacity needs, and identifying the operational dependencies of entering or scaling in new regions.
• Product & Field Alignment: Connect go-to-market strategy and Product by translating field and customer insights into product input, and product direction into commercial implications. Provide focused, commercially grounded input on pricing and packaging.
• Planning & Modeling: Contribute strategic inputs to long-range planning, including total addressable market, sales capacity, productivity, and unit economics, while Field Operations and Finance retain ownership of annual planning, quota setting, and territory design.
• Execution & Enablement: Build models, write decision memos, run analyses, and facilitate working sessions to turn recommendations into action with cross-functional partners.
• Executive Advisory: Advise senior leaders in Sales, Finance, and Product independently, distilling complex problems into clear recommendations with explicit assumptions and trade-offs.

What You'll Bring

• Strategic Experience: Proven background owning complex go-to-market or revenue strategy work in a growing technology company, consulting, or a combination of both.
• B2B SaaS Expertise: Direct experience solving business-to-business software go-to-market problems, such as segmentation, coverage, pipeline and conversion, sales capacity and productivity, incentives, or pricing and packaging.
• Structured Problem Solving: A structured approach to testing assumptions and turning an unclear problem into a framework, a recommendation, and practical next steps.
• Analytical & Commercial Judgment: Strong commercial judgment, including the ability to build models and recognize when evidence is sufficient to make a decision.
• Executive Influence: The ability to work credibly with senior leaders, challenge decisions with evidence, and influence people without formal authority.
• Hands-On Mentality: A collaborative approach that treats execution as part of strategy, not a handoff after the recommendation.
• Nice-to-Haves: Experience with usage-based or consumption models, international expansion, enterprise/platform sales, or a technical background.

Benefits & Perks

• Health, dental, and vision coverage for you and your family
• Flexible Paid Time Off (PTO)
• Equity compensation & Employee Stock Purchase Plan (ESPP)
• Growth and Development Fund
• Paid Parental Leave
• Team Member Resource Groups