Lead Pricing Strategist at GitLab

GitLab is seeking an experienced Lead Pricing Strategist to join the Pricing team. The Pricing team is vital to the company's success, focusing on defining and executing GitLab's overall pricing strategy. As this role, you will be responsible for shaping pricing and packaging across GitLab's entire portfolio, which includes the Premium and Ultimate tiers, as well as GitLab Duo and various AI and usage-based products like Flex and Orbit.

What You Will Do

• Collaborate with leaders from Product Management, Product Marketing, and Finance to create new commercial models, define strategies for novel offerings, and enhance pricing and packaging for current offerings, driving GitLab's total monetization strategy.
• Analyze market trends, competitor pricing, and customer and usage data to formulate evidence-based pricing recommendations.
• Apply structured problem-solving to develop hypotheses, complete necessary analyses, validate findings, and propose actionable steps.
• Conduct recurring pricing reviews, pinpoint opportunities, and assist in developing and implementing strategies to address them.
• Evaluate emergent business models and monetization approaches as GitLab's product suite evolves, particularly concerning AI, usage-based pricing, and credit systems.
• Partner with product and fulfillment teams to prioritize product launches and correctly map new stock keeping units (SKUs) to their appropriate product features.
• Monitor pricing and packaging adjustments post-launch and apply learned insights to refine the ongoing strategy.
• Effectively communicate pricing concepts and recommendations, influence senior leadership, and build consensus among diverse stakeholders who may have competing priorities.

What You Will Bring

• Substantial experience in leading software as a service (SaaS) pricing strategy and analysis across diverse products or a complex portfolio.
• Familiarity with financial analysis and modeling, utilizing data and business intelligence tools like Sisense or Tableau to substantiate recommendations.
• Strong analytical abilities, with the capacity to transform complicated data into clear, practical advice.
• Demonstrated history of framing ambiguous or complex issues and facilitating executive decisions amidst conflicting priorities.
• The skill to communicate convincingly with various audiences and influence senior management effectively.
• A proven ability to maintain alignment across cross-functional teams while managing multiple projects and meeting demanding deadlines.
• High intellectual curiosity and comfort when navigating ambiguity within a fast paced, iterative environment, while also developing and testing approaches to ambiguous problems.

About the Team and Compensation

The Pricing team at GitLab is responsible for defining and executing the company's pricing strategy. We collaborate extensively with Product Management, Product Marketing, Finance, go-to-market teams, Sales, Deal Desk, and fulfillment to shape business models, support product rollouts, and enhance how we package and monetize our offerings.

The base salary range listed for this role's level is currently designated for residents of the United States only. This range is intended to reflect the base salary rate within the US. Salary grades and 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. Sales roles are eligible for incentive pay targeted up to 100% of the offered base salary. The United States Salary Range is between $139,200 - $235,200 USD.

GitLab Employee Support: GitLab provides several benefits to support employees' health, finances, and well-being, including: Flexible Paid Time Off, Team Member Resource Groups, Equity Compensation and Employee Stock Purchase Plan, Growth and Development Fund, and Parental Leave.