Staff Commercial Pricing Strategist

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.

What you'll do

• 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 asynchron