Director of Pricing

About the Role

The Director of Pricing will play a critical role in shaping the company's commercial trajectory, influencing product packaging, commercial performance, and long-term growth. This is a unique chance to build clarity in a complex space, bring rigor to major monetization decisions, and leave a lasting mark on Gitlab's future.

As the Director of Pricing, you will be responsible for defining the multi-year pricing roadmap, turning pricing strategy into operational change, and partnering with cross-functional teams to evaluate trade-offs between growth, adoption, margin, and customer value.

What You Will 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 a 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, and A/B testing to inform pricing decisions.
• Develop and maintain a deep understanding of Gitlab's customer base, including their needs, preferences, and pain points.
• Collaborate with the product team to develop pricing-aligned product roadmaps and ensure that pricing strategies are integrated into product development.
• Work closely with the sales team to ensure that pricing strategies are effectively communicated to customers and that sales teams are equipped to address customer pricing questions and concerns.

What We Are Looking For

• 8+ years of experience in pricing, product management, or a related field, with a proven track record of developing and executing successful pricing strategies.
• Strong understanding of pricing models, including seat-based, usage-based, and hybrid pricing.
• Experience with AI and machine learning, including applications in pricing and monetization.
• Excellent analytical and problem-solving skills, with the ability to analyze complex data sets and develop actionable insights.
• Strong communication and collaboration skills, with the ability to work effectively with cross-functional teams and senior leaders.
• Experience with pricing research and testing methods, including customer interviews, conjoint analysis, and A/B testing.
• Strong business acumen, with a deep understanding of business operations, finance, and marketing.
• Experience working in a fast-paced, dynamic environment, with the ability to adapt to changing priorities and deadlines.

Nice to Have

• Experience working in the software or technology industry, with a focus on DevSecOps or related fields.
• Familiarity with Gitlab's products and services, including Gitlab CI/CD, Gitlab Enterprise, and Gitlab Ultimate.
• Experience with agile development methodologies, including Scrum or Kanban.
• Familiarity with cloud-based infrastructure, including AWS, Azure, or Google Cloud.

Benefits and Perks

• Competitive salary and equity package.
• Comprehensive benefits package, including health, dental, and vision insurance.
• Flexible work arrangements, including remote work options and flexible hours.
• Professional development opportunities, including training, mentorship, and conference attendance.
• Access to the latest technologies and tools, including Gitlab's own products and services.
• Collaborative and dynamic work environment, with a focus on innovation and teamwork.
• Opportunities for career growth and advancement, including leadership development programs and mentorship opportunities.

• Tip: Develop a deep understanding of Gitlab's products and services, including Gitlab CI/CD, Gitlab Enterprise, and Gitlab Ultimate, to demonstrate your expertise in pricing strategy.
• Tip: Highlight your experience with AI and machine learning, including applications in pricing and monetization, to stand out as a candidate.
• Tip: Prepare to discuss your approach to pricing research and testing, including methods such as customer interviews, conjoint analysis, and A/B testing.
• Tip: Emphasize your ability to work effectively with cross-functional teams, including product, engineering, finance, sales, and marketing, to demonstrate your collaboration skills.
• Tip: Be prepared to discuss your experience with agile development methodologies, including Scrum or Kanban, and how you can apply these principles to pricing strategy.
• Tip: Show your passion for innovation and teamwork, and demonstrate how you can contribute to Gitlab's dynamic and collaborative work environment.