Director of Pricing

### Position Overview As the Director of Pricing, you will help define how GitLab captures the value of the most comprehensive AI-powered DevSecOps platform. 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. ### Key Responsibilities - 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. ### Required 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. - 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. - Experience working through ambiguity and creating structure, process, and momentum in evolving areas. - 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 is a strong advantage.