The opportunity
The 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.
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.
What they're looking for
- 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.
