Staff Commercial Pricing Strategist

GitLab
Canada, United States
Workplace: RemoteFull timeUSD 139,200 - 235,200 annuallyFunction: Communications, PR & CommunitySkills: ["Written communication","Independent work","Strategic thinking","Cross-functional influence","Iteration","Data-backed decision-making"]

Own end-to-end pricing, packaging, and commercialization strategy across GitLab’s portfolio, including Premium/Ultimate tiers and AI offerings. Build competitive pricing programs and deal plays, drive list-to-net realization across products and regions, and advise on monetization models as capabilities evolve. Create pricing enablement materials for the field, and define, launch, and scale Enterprise Agreements, bundling, and channel/marketplace pricing frameworks with cross-functional GTM, Finance, Sales, Deal Desk, and Data partners.

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FursaFursa
GitLab
GitLab
3 days ago

Staff Commercial Pricing Strategist

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Source: Company careers pageValidated by: Fursa AI
Last checked: 9 hours agoStatus: Live

Job Summary

Own end-to-end pricing, packaging, and commercialization strategy across GitLab’s portfolio, including Premium/Ultimate tiers and AI offerings. Build competitive pricing programs and deal plays, drive list-to-net realization across products and regions, and advise on monetization models as capabilities evolve. Create pricing enablement materials for the field, and define, launch, and scale Enterprise Agreements, bundling, and channel/marketplace pricing frameworks with cross-functional GTM, Finance, Sales, Deal Desk, and Data partners.
Location: Canada, United States
Workplace: Remote
Employment Type: Full time
Job Function: Communications, PR & Community
Seniority: Mid level

Key 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, GTM segments, and routes to market.
  • •Partner with Product Management, Product Marketing, and GTM to shape packaging/pricing proposals and bring data-backed recommendations to executive stakeholders.
  • •Act as the pricing enablement expert by building training, playbooks, and battlecards for field pricing conversations.
  • •Define, launch, and scale Enterprise Agreements and marketed bundling strategies, and set channel/marketplace pricing strategy across partners and cloud marketplaces.

Pay and Benefits

Salary: USD 139,200 - 235,200 annually
Equity and Bonus:Equity
Perks:Paid LeaveEquityLearning BudgetParental Leave

Key Requirements

  • •Extensive experience in strategy consulting, pricing, strategic finance, or corporate/deal strategy, ideally in a SaaS or enterprise software environment.
  • •Deep ownership of monetization or pricing strategy, including pricing waterfalls, enterprise buying programs (e.g., Enterprise Agreements/Enterprise License Agreements), or channel and marketplace pricing models.
  • •Proven track record operating as a go-to expert without formal authority, with recommendations that carry weight with senior stakeholders.
  • •Hands-on experience working with AI agents and automations used in production.
  • •Strong written communication skills and the ability to work independently in an asynchronous, all-remote environment while aligning cross-functionally.
Experience:Strategy consultingPricing strategyMonetizationSaaSEnterprise software
Skills:Written communicationIndependent workStrategic thinkingCross-functional influenceIterationData-backed decision-making
Tech Stack:AI agentsAutomationsAmazon Web ServicesAWSGoogle Cloud PlatformGCPMicrosoft AzureAzure

Company Brief

GitLab
Provides a single application for the complete DevSecOps lifecycle, offering source code management, CI/CD, security, and collaboration tools to help teams deliver software faster and more securely.
Industry: Developer Tools
Company Size: Enterprise (1,001+ employees)
Revenue: USD 250M to 500M
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Francisco, United States
Founded: 2011
WebsiteLinkedIn