Director of Pricing at Gitlab

You are a senior pricing strategist with significant experience leading B2B software monetization. You have a proven track record of managing multi-disciplinary

Work type: remote

Location: Remote, Canada; Remote, US

Salary: $161,400 – $302,600/yr

Type: Full-time

Summary

You are a senior pricing strategist with significant experience leading B2B software monetization. You have a proven track record of managing multi-disciplinary teams and defining complex roadmap architectures for SaaS platforms. **What makes it worth a look...** GitLab offers a base salary of $161,400 to $302,600 per year for this fully remote role in the US or Canada. You will own the end-to-end pricing strategy as the company transitions from traditional seat-based models to AI-driven and usage-based monetization. **You might be a good fit if you...** * Possess deep expertise in designing SaaS pricing models including seat-based and consumption-based structures. * Can apply quantitative research methods like conjoint analysis and Van Westendorp to inform strategic decisions. * Have experience building and leading global teams within a complex, cross-functional organizational structure. * Build robust financial models that connect pricing changes to measurable outcomes like ARPU and margin performance.

Job Description

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our [values](https://handbook.gitlab.com/handbook/values/) and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. [Co-create the future with us](https://www.youtube.com/watch?v=OuZIb5zszQI) as we build technology that transforms how the world develops software.

Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

As the Director of Pricing, you will help define how GitLab captures the value of the most comprehensive AI-powered DevSecOps platform. This role sits within Product Monetization and reports to the VP of Product, Platforms & Monetization. You will own pricing strategy end to end during an important period for GitLab, as we evolve from traditional seat-based models toward AI and usage-based monetization across SaaS, self-managed, and single-tenant offerings. You will shape decisions that influence product packaging, commercial performance, and long-term growth, while partnering with senior leaders across the business. This is a high-impact opportunity to build clarity in a complex space, bring rigor to major monetization decisions, and leave a lasting mark on GitLab's commercial trajectory.

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

## What you’ll do

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.

## What you’ll bring

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.

## About the team

The Product Monetization team helps GitLab align product value, customer needs, and business outcomes through thoughtful packaging and pricing. We work at the intersection of product, finance, and go-to-market strategy, helping the company make clear, evidence-based monetization decisions as GitLab continues to grow and evolve. Our work is highly cross-functional and especially important as GitLab expands its AI-powered capabilities and pricing approaches across different deployment models. We expect team members to bring strong judgment, clear communication, and a builder mindset to complex questions that affect customers and the business at scale. In this environment, you'll have the opportunity to work with leaders across GitLab, solve meaningful commercial challenges, and help shape how the company goes to market in the years ahead.

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range
$161,400—$302,600 USD

#### How GitLab Supports Full-Time Employees

[Benefits to support your health, finances, and well-being](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/)

[Flexible Paid Time Off](https://handbook.gitlab.com/handbook/people-group/paid-time-off/)

[Team Member Resource Groups](https://about.gitlab.com/company/culture/inclusion/erg-guide/#:~:text=Definition%20of%20the%20TMRG%20%2D%20Team%20Member%20Resource%20Groups,-TMRGs%20are%20voluntary&text=The%20purpose%20for%20this%20type,developing%20the%20sense%20of%20belonging.)

[Equity Compensation & Employee Stock Purchase Plan](https://handbook.gitlab.com/handbook/total-rewards/stock-options/)

[Growth and Development Fund](https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/)

[Parental leave](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave)

[Home office](https://handbook.gitlab.com/handbook/finance/expenses/#equipment) support

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from [underrepresented groups](https://about.gitlab.com/company/culture/inclusion/#examples-of-select-underrepresented-groups) are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

Country Hiring Guidelines:GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

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