Director of Pricing

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.