GitLab

Director of Pricing

GitLab

full-time

Posted on:

Location Type: Remote

Location: California • United States

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Salary

💰 $161,400 - $302,600 per year

Job Level

Lead

About the role

  • Defining the multi-year pricing roadmap across edition architecture, AI monetization, and usage-based pricing
  • Turning pricing strategy into operational change through cross-functional work across product, finance, go-to-market, and fulfillment
  • Define and lead GitLab's pricing strategy, including the roadmap for packaging, edition architecture, and monetization across core and emerging offers.
  • Guide the transition across seat-based, usage-based, and hybrid pricing models, with particular focus on AI-related monetization opportunities.
  • Build and lead a high-performing global pricing organization, including setting the operating model, developing managers and individual contributors, and raising the quality bar for pricing work.
  • Partner with leaders across product, engineering, finance, sales, marketing, and operations to evaluate trade-offs between growth, adoption, margin, and customer value.
  • Own pricing models, scenario planning, forecasts, and business cases that connect pricing decisions to measurable outcomes such as average selling price, average revenue per user, and monetization performance.
  • Lead pricing research and testing approaches, using methods such as customer interviews, conjoint analysis, Van Westendorp, and experiments to inform strategic recommendations.
  • Present pricing proposals and recommendations clearly to senior leadership, including executive-level stakeholders, with well-supported analysis and clear decision paths.
  • Ensure pricing changes are implemented smoothly by coordinating readiness across systems, processes, enablement, and customer communication to support successful launches and business adoption.

Requirements

  • Significant experience in pricing, including leadership of multi-disciplinary teams and ownership of complex monetization decisions in a B2B software environment.
  • Deep expertise in SaaS pricing models, including seat-based, usage-based, and hybrid approaches, with strong judgment on when each model fits.
  • Demonstrated success shaping portfolio-level pricing across multiple products, offers, or deployment models.
  • Strong analytical skills with the ability to build robust models, test assumptions, evaluate scenarios, and communicate implications with confidence.
  • Fluency in pricing research methods, including conjoint analysis, Van Westendorp, customer interviews, and experimentation, and the ability to apply the right method to the right question.
  • Experience working through ambiguity and creating structure, process, and momentum in areas that are still evolving.
  • Proven ability to influence senior stakeholders and work effectively across a distributed, asynchronous organization.
  • Familiarity with pricing for AI-related products or consumption-based offerings, as well as experience across SaaS, self-managed, or single-tenant environments, is a strong advantage.
Benefits
  • Benefits to support your health, finances, and well-being
  • Flexible Paid Time Off
  • Team Member Resource Groups
  • Equity Compensation & Employee Stock Purchase Plan
  • Growth and Development Fund
  • Parental leave
  • Home office support
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
pricing strategyAI monetizationusage-based pricingseat-based pricinghybrid pricing modelspricing research methodsconjoint analysisVan Westendorpscenario planninganalytical skills
Soft Skills
leadershipcross-functional collaborationinfluencing stakeholderscommunicationproblem-solvingworking through ambiguitybuilding teamsstrategic thinkingdecision-makingorganizational skills