Lead Pricing Strategist

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us [https://www.youtube.com/watch?v=OuZIb5zszQI] as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. 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. 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 [https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/] and equity [https://about.gitlab.com/handbook/stock-options/]. 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 [https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/] * Flexible Paid Time Off [https://handbook.gitlab.com/handbook/people-group/time-off-and-absence/time-off-types/#flexible-paid-time-off-pto] * Team Member Resource Groups [https://handbook.gitlab.com/handbook/company/culture/inclusion/tmrg-tmag/] * Equity Compensation & Employee Stock Purchase Plan [https://handbook.gitlab.com/handbook/total-rewards/stock-options/] * Growth and Development Fund [https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/] * Parental Leave [https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#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 [https://about.gitlab.com/company/culture/inclusion/#examples-of-select-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. Privacy Policy: Please review our Recruitment Privacy Policy. [https://handbook.gitlab.com/handbook/hiring/candidate-faq/recruitment-privacy-policy/] Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy [https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-employment-opportunity-policy] and EEO is the Law [https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-equal-employment-opportunity-commission-notices]. If you have a disability or special need that requires accommodation [https://about.gitlab.com/handbook/people-policies/inc-usa/#reasonable-accommodation], please let us know during the recruiting process [https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-to-our-interview-process].

The Lead Pricing Strategist will define and execute GitLab's pricing and packaging strategy across the product portfolio, including AI and usage-based offerings. They will collaborate with cross-functional leaders in Product, Finance, and Sales to create commercial models and drive monetization strategies.

Candidates must have significant experience leading SaaS pricing strategy and possess strong financial modeling and analytical skills. The role requires the ability to influence senior leadership and maintain alignment across complex, cross-functional stakeholder groups.

• Flexible Paid Time Off • Team Member Resource Groups • Equity Compensation • Employee Stock Purchase Plan • Growth and Development Fund • Parental Leave

• TableauPreferred
• Problem solvingPreferred
• Data analysisPreferred
• Financial analysisPreferred
• Stakeholder ManagementPreferred
• Cross-Functional CollaborationPreferred

Identified from the job description. Confirm important requirements above.

• Pricing Strategy
• SaaS
• Financial Analysis
• Financial Modeling
• Data Analysis
• Business Intelligence
• Sisense
• Tableau
• Strategic Planning
• Cross-functional Collaboration
• Product Monetization
• Market Trends Analysis
• Stakeholder Management
• Problem Solving
• Executive Communication
• Medical History Documentation
• Influencing Skills
• Intellectual Curiosity
• DevSecOps
• Operational Efficiency
• Go-to-Market Strategy
• Influencing Without Authority
• Complex Problem Solving
• Workflow Management
• Compliance Risk
• Time Off Management
• Digital Transformation
• Analytical Skills
• Artificial Intelligence
• Business Intelligence Tools
• Management
• Software As A Service (SaaS)
• Communication
• Finance
• Equities
• Equity Issuance
• Sales
• Packaging And Labeling
• Innovation
• Market Data
• Market Trend
• Pricing Strategies
• Product Management
• Product Marketing
• Stock Keeping Unit
• Tableau (Business Intelligence Software)
• Gitlab

• Software
• Management & Leadership
• Finance & Accounting
• Technology
• Sales
• Pricing Strategist
• Strategic Planner / Analyst
• Management and Organization Analysts
• General and Operations Managers

Minimum experience

5+ years

Posting language

English

Working hours

40 hours per week