Staff Commercial Pricing Strategist

Responsibilities

• Drive competitive pricing programs and tactical deal plays, including promotions, competitive replacement offers, and deal support.
• Own list-to-net price realization strategy across products, geographic regions, go-to-market segments, and routes to market.
• Partner with Product Management, Product Marketing, and go-to-market leaders on packaging, pricing proposals, and monetization models, including AI and platform capabilities.
• Build pricing enablement training, playbooks, and battlecards for the field.
• Implement commercial programs with Deal Desk, Revenue Operations, and Data teams.
• Define, launch, and scale Enterprise Agreements and bundling strategies to encourage multi-product and GitLab Duo adoption.
• Define channel and marketplace pricing strategy, including tiering, discounting frameworks, and margin structures across resellers, systems integrators, software vendors, and cloud marketplaces.
• Document pricing decisions and frameworks in the GitLab handbook and use asynchronous written communication.

Requirements

• Extensive experience in strategy consulting, pricing, strategic finance, corporate strategy, or deal strategy, ideally in software as a service or enterprise software.
• Deep experience in monetization or pricing strategy, including pricing waterfalls, Enterprise Agreements, or channel and marketplace pricing models.
• Ability to operate as a subject-matter expert without formal authority and influence senior stakeholders.
• Hands-on experience with AI agents and automations used in production.
• Strong judgment, an iterative approach, and comfort making decisions with incomplete information.
• Strong written communication and ability to work independently in an asynchronous, remote environment.
• Experience influencing senior stakeholders across Product, Sales, and Finance, including vice president and senior vice president levels, as an individual contributor.

Compensation and Benefits

• United States base salary: $139,200–$235,200 USD.
• Sales roles may be eligible for incentive pay targeted at up to 100% of offered base salary.
• Benefits include flexible paid time off, team member resource groups, equity compensation and employee stock purchase plan, growth and development fund, and parental leave.