Staff Commercial Pricing Strategist

Overview

Staff-level individual contributor who owns end-to-end pricing, packaging, and commercialization strategy across GitLab's product portfolio, including Premium, Ultimate, GitLab Duo, and AI capabilities.

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.
• 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.

What you'll need

• Extensive experience across strategy consulting, pricing, strategic finance, or corporate or deal strategy, ideally at a software as a service or enterprise software company.
• Deep experience in monetization or pricing strategy, including direct ownership of pricing waterfalls, enterprise buying programs such as Enterprise License Agreements or Enterprise Agreements, or channel and marketplace pricing models.
• A track record of operating as a go-to expert without formal authority.
• Hands-on work with AI agents and automations that real teams used in production.
• A bias toward iteration and shipping; comfortable making a strategic call, documenting the reasoning, and adjusting as new data comes in.
• Strong written communication skills and the ability to work independently in an asynchronous, all-remote environment while driving cross-functional agreement.
• Experience partnering with and influencing senior stakeholders across Product, Sales, and Finance, including vice president and senior vice president levels, as an individual contributor.

Details

• Location: Remote, Canada; Remote, United States.
• Employment is all-remote. Some roles may carry specific location-based eligibility requirements.
• United States base salary range: $139,200 to $235,200 USD (base only; excludes bonuses, equity, and benefits). Sales roles are also eligible for incentive pay targeted at up to 100% of base salary.