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GitLab is seeking a Staff Commercial Pricing Strategist to own end-to-end pricing, packaging, and commercialization strategy across its product portfolio, including Premium and Ultimate tiers, GitLab Duo, and expanding AI capabilities. This is a Staff-level individual contributor role reporting into the Pricing Strategy team.
You will design, scale, and drive GitLab's enterprise monetization and commercial buying programs as an architect of Enterprise Agreements, cloud marketplace pricing, and channel structures. Key responsibilities include:
• Develop competitive pricing programs and tactical deal plays (promotions, competitive replacements, deal support) to help the sales field win in the DevSecOps and AI tooling market.
• Own list-to-net price realization strategy across products, regions, GTM segments, and routes to market.
• Partner with Product Management, Product Marketing, and GTM leaders to shape packaging and pricing proposals, evaluate monetization models as AI capabilities evolve, and deliver data-backed recommendations to cross-functional and executive stakeholders.
• Build pricing enablement through training, playbooks, and battlecards that equip the field to confidently discuss pricing and commercial value.
• Execute commercial programs in partnership with Deal Desk, Revenue Operations, and Data teams, balancing hands-on execution with strategic thinking.
• Define, launch, and scale Enterprise Agreements and bundling strategies that simplify transactions, drive multi-product and GitLab Duo adoption, and maximize customer lifetime value.
• Design channel and marketplace pricing strategy, including tiering, discounting frameworks, and margin structures for resellers, systems integrators, ISVs, and cloud marketplaces (AWS, GCP, Azure).
• Document decisions and frameworks in GitLab's handbook, leveraging asynchronous written communication across a globally distributed, all-remote team.
Required experience: extensive background in strategy consulting, pricing, strategic finance, or corporate/deal strategy at SaaS or enterprise software companies. Deep expertise in monetization or pricing strategy, including ownership of pricing waterfalls, enterprise buying programs (ELAs, EAs), or channel/marketplace pricing. Proven track record as a go-to expert without formal authority, with recommendations that carry weight with senior stakeholders. Hands-on experience with AI agents and automations in production. Comfortable with iteration and shipping; bias toward action over perfect information. Strong written communication and ability to work independently in async, remote environments while driving cross-functional alignment. Experience influencing VP and SVP-level stakeholders as an individual contributor.
