Staff Commercial Pricing Strategist - GitLab

About the Role

As a Staff-level Pricing and Commercialization expert, you will own the end-to-end pricing, packaging, and commercialization strategy across GitLab's product portfolio. You will act as the architect for Enterprise Agreements, cloud marketplace structures, and competitive commercial programs, partnering with Product, GTM, Finance, and Sales to drive monetization at scale.

Key Responsibilities

• Strategy & Execution: Drive competitive pricing programs, promotions, and deal plays to displace competitors in the DevSecOps and AI tooling market.
• Monetization Ownership: Own list-to-net price realization strategy across products, regions, and routes to market.
• Cross-Functional Leadership: Partner with Product and GTM leaders to shape new packaging proposals and evaluate monetization models for AI and platform capabilities.
• Enablement: Serve as the go-to expert for pricing, creating training, playbooks, and battlecards for the field.
• Program Scaling: Define and scale Enterprise Agreements and bundling strategies to maximize customer lifetime value.
• Channel Strategy: Define tiering, discounting, and margin structures for resellers, GSIs, and cloud marketplaces (AWS, GCP, Azure).
• Documentation: Maintain frameworks in the GitLab handbook, utilizing asynchronous, written communication.

What You'll Bring

• Extensive experience in strategy consulting, pricing, strategic finance, or corporate/deal strategy within SaaS or enterprise software.
• Deep expertise in pricing waterfalls, enterprise buying programs, and channel/marketplace pricing models.
• Proven ability to influence senior stakeholders (VP/SVP level) without formal authority.
• Hands-on experience with AI agents and automations in production environments.
• A bias toward iteration, data-backed decision-making, and shipping results.
• Strong written communication skills for an all-remote, asynchronous environment.

Benefits

• Flexible Paid Time Off
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Comprehensive health, financial, and well-being benefits
• Parental Leave
• Team Member Resource Groups