Director of Pricing

Details

GitLab is the intelligent orchestration platform for DevSecOps, trusted by millions of users and many large enterprises. The Director of Pricing will define how GitLab captures the value of its AI-powered DevSecOps platform and will sit within Product Monetization reporting to the VP of Product, Platforms & Monetization. This role will own pricing strategy end-to-end as GitLab evolves from seat-based models toward AI and usage-based monetization across SaaS, self-managed, and single-tenant offerings.

Responsibilities

• Define and lead GitLab's pricing strategy, including roadmap for packaging, edition architecture, and monetization across core and emerging offers.
• Guide transition across seat-based, usage-based, and hybrid pricing models with emphasis on AI-related monetization opportunities.
• Build and lead a high-performing global pricing organization; set operating model and develop managers and individual contributors.
• Partner cross-functionally with 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 (e.g., ASP, ARPU, monetization performance).
• Lead pricing research and testing using customer interviews, conjoint analysis, Van Westendorp, and experimentation to inform strategic recommendations.
• Present pricing proposals and recommendations to senior leadership with well-supported analysis and clear decision paths.
• Coordinate implementation readiness across systems, processes, enablement, and customer communication to support successful launches.

Requirements

• Significant experience in pricing with 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, and strong judgment on when each model fits.
• Demonstrated success shaping portfolio-level pricing across multiple products, offers, or deployment models (SaaS, self-managed, single-tenant).
• Strong analytical skills; ability to build robust models, test assumptions, evaluate scenarios, and communicate implications clearly.
• 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 evolving areas.
• Proven ability to influence senior stakeholders and work effectively in a distributed, asynchronous organization.
• Familiarity with pricing for AI-related products or consumption-based offerings is a strong advantage.

About the team

Product Monetization helps GitLab align product value, customer needs, and business outcomes through packaging and pricing. The team works at the intersection of product, finance, and go-to-market strategy and is highly cross-functional, especially important as GitLab expands AI-powered capabilities and pricing approaches across deployment models.

Compensation

United States base salary range (for US residents): $161,400 - $302,600 USD (base only; does not include bonuses, equity, or benefits).

Benefits & Support

• Benefits to support 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

Hiring & Privacy Notes

• GitLab hires in many countries and this role is remote; some roles may carry location-based eligibility requirements.
• See GitLab's Recruitment Privacy Policy for details on candidate privacy.