# Staff Commercial Pricing Strategist

**Company:** [GitLab](https://hotfix.jobs/companies/gitlab)
**Location:** Remote
**Role:** Revenue Operations
**Salary:** $139k – $235k/yr
**Experience:** 7+ years
**Skills:** Pricing Strategy, Monetization, Enterprise Agreements, Pricing Waterfalls, Channel Pricing, Marketplace Pricing, Deal Desk, Revenue Operations, AI Agents, Automations, Strategic Finance, Pricing Enablement, Product Marketing, Cloud Marketplaces
**Posted:** 2026-09-02

> Leads enterprise pricing, packaging, monetization, and commercial programs across GitLab’s product portfolio. The role requires extensive pricing or strategy experience, strong cross-functional influence, and hands-on expertise with enterprise agreements, channels, marketplaces, and production AI automations.

## Job Description

## 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.

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