[Hiring] Director of Pricing @GitLab

Role Description

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.

Qualifications

• 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

• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental leave
• Home office support