Director of Pricing

<div class="content-intro"><p>GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.</p> <p>The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our <a href="https://handbook.gitlab.com/handbook/values/">values</a> and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. <a href="https://www.youtube.com/watch?v=OuZIb5zszQI">Co-create the future with us</a> as we build technology that transforms how the world develops software.</p> <p>*<em>Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.</em></p></div><div>As the <strong><strong class="textBold">Director of Pricing</strong></strong>, you will help define how GitLab captures the value of the most comprehensive AI-powered DevSecOps platform. This role sits within <strong><strong class="textBold">Product Monetization</strong></strong> and reports to the <strong><strong class="textBold">VP of Product, Platforms &amp; Monetization</strong></strong>. You will own pricing strategy end to end during an important period for GitLab, as we evolve from traditional seat-based models toward <strong><strong class="textBold">AI and usage-based monetization</strong></strong> across <strong><strong class="textBold">SaaS, self-managed, and single-tenant</strong></strong> 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. <ul> <li value="1">Defining the multi-year pricing roadmap across edition architecture, AI monetization, and usage-based pricing</li> <li value="2">Turning pricing strategy into operational change through cross-functional work across product, finance, go-to-market, and fulfillment</li> </ul> <h2>What you’ll do</h2> <ul> <li value="1">Define and lead GitLab's pricing strategy, including the roadmap for packaging, edition architecture, and monetization across core and emerging offers.</li> <li value="2">Guide the transition across seat-based, usage-based, and hybrid pricing models, with particular focus on AI-related monetization opportunities.</li> <li value="3">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.</li> <li value="4">Partner with leaders across product, engineering, finance, sales, marketing, and operations to evaluate trade-offs between growth, adoption, margin, and customer value.</li> <li value="5">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.</li> <li value="6">Lead pricing research and testing approaches, using methods such as customer interviews, conjoint analysis, Van Westendorp, and experiments to inform strategic recommendations.</li> <li value="7">Present pricing proposals and recommendations clearly to senior leadership, including executive-level stakeholders, with well-supported analysis and clear decision paths.</li> <li value="8">Ensure pricing changes are implemented smoothly by coordinating readiness across systems, processes, enablement, and customer communication to support successful lau