Director of Pricing

Job not on LinkedIn

🕒 April 14

🏄 California – Remote

🏄 California – Remote

💵 $161.4k - $302.6k / year

⏰ Full Time

🔴 Lead

👔 Director

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GitLab

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2014

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

💰 Secondary Market on 2020-11

Artificial Intelligence • Enterprise • SaaS

GitLab is the most comprehensive AI-powered DevSecOps platform, offering tools for automated software delivery, security, and compliance throughout the software development lifecycle. It provides solutions across areas such as AI-assisted development, continuous integration/continuous deployment (CI/CD), source code management, and vulnerability management. GitLab aims to simplify and accelerate software delivery by uniting development, security, and operations on a unified platform. It is particularly recognized for its AI code assistants and has been named a leader in the Gartner Magic Quadrant™ for DevOps Platforms, making it a preferred choice for many enterprises.

📋 Description

• 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 • 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.

🎯 Requirements

• 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

• Benefits to support your 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