资深商业定价策略师

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 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 Strategy team owns the end-to-end pricing, packaging, and commercialization strategy across GitLab's product portfolio, from Premium and Ultimate tiers to GitLab Duo and our expanding artificial intelligence (AI) capabilities. As a Staff-level pricing and commercialization expert, you'll design, scale, and drive GitLab's enterprise monetization and commercial buying programs as an individual contributor at the top of our individual contributor track. You'll serve as the architect of our Enterprise Agreements, cloud marketplace and channel pricing structures, and competitive commercial programs, partnering across Product, go-to-market (GTM), Finance, Sales, Renewals, Product Marketing, Partners, and Deal Desk to turn pricing decisions into scalable programs that work for customers and the field.

• 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 bring

• 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. Other teams bring you difficult pricing questions, and your recommendations carry weight with senior stakeholders because of the thinking and evidence behind them.

• Hands-on work with AI agents and automations that real teams used in production

• A bias toward iteration and shipping. You're comfortable making a strategic call, documenting the reasoning, and adjusting as new data comes in instead of waiting for perfect information.

• 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.

• Flexible Paid Time Off

• Team Member Resource Groups

• Equity Compensation & Employee Stock Purchase Plan

• Growth and Development Fund

• 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 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. 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 and EEO is the Law . If you have a disability or special need that requires accommodation , please let us know during the recruiting process .