GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what’s possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.
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 values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.
An overview of this role
You’ll shape how GitLab prices, packages, and monetizes our AI-powered DevSecOps platform—including AI capabilities like GitLab Duo—so customers see clear value and teams have simple, fair options. As part of the Pricing team within Product, you’ll turn complex sales, product usage, and billing data into clear guidance, partnering closely with Product, Sales, Finance, and Go-to-Market. You’ll build trusted models and dashboards with SQL, Python or R, and Tableau; synthesize pricing research with competitive insights; and translate findings into actionable recommendations. In your first year, you’ll stand up reliable pricing performance reporting, deliver proposals for AI and compute-intensive feature monetization, refine thresholds and tiers for usage-based offerings, and establish measurement frameworks to track impact.
Some examples of our projects:
- Evaluate usage-based pricing across tiers using consumption and revenue data, with a focus on AI and compute-intensive capabilities.
- Analyze discount effectiveness and recommend policy updates; run pricing research (Van Westendorp, Gabor-Granger, conjoint, MaxDiff) to inform packaging and price points.
What you’ll do
- Analyze pricing and monetization performance across sales, product usage, and billing data using SQL and Python or R to deliver actionable insights.
- Build and maintain Tableau dashboards that track key pricing metrics, discounting trends, and usage signals for stakeholders.
- Develop predictive and scenario models to assess the impact of price, packaging, and discount changes across customer segments and tiers.
- Evaluate usage-based pricing by assessing consumption patterns; recommend thresholds, units, and tier structures that align with customer value.
- Partner with Product Management to define and refine pricing metrics for artificial intelligence (AI) and compute-intensive features; monitor adoption and usage to inform monetization.
- Conduct pricing research (Van Westendorp, Gabor-Granger, conjoint, MaxDiff) and synthesize findings with qualitative insights and competitive analysis to shape recommendations.
- Establish measurement frameworks and experiments to track outcomes of pricing initiatives; communicate results and proposals to senior leadership.
- Provide analytical support to Sales and Finance for deal structuring, discount guidance, and policy optimization; drive cross-functional alignment on pricing changes.
What you’ll bring
- Experience in pricing or business analytics within a SaaS environment, translating sales, product usage, and billing data into clear pricing insights and recommendations
- Advanced SQL proficiency and hands-on statistical analysis using Python or R; comfort working with large, complex datasets
- Skill in building BI dashboards and data visualizations (e.g., Tableau) to monitor pricing performance and adoption
- Practical knowledge of discount strategy analysis and optimization, including assessing discount effectiveness and providing deal guidance
- Experience evaluating and operationalizing usage-based pricing models; ability to align pricing metrics with customer value, including AI and compute-intensive features
- Familiarity with pricing research methods (Van Westendorp, Gabor-Granger, conjoint, MaxDiff) and survey design; ability to synthesize qualitative and quantitative inputs into recommendations
- Clear communicator who partners with Product, Finance, Sales, and go-to-market teams; capable of presenting to senior stakeholders and defining success measures for pricing initiatives
- Background in finance, economics, statistics, business analytics, or a related quantitative field; consideration for candidates with transferable pricing and data analytics skills
About the team
The Pricing team sits within Product and leads GitLab’s pricing and packaging strategy across the platform. We partner closely with Product Management, Sales, Finance, and Go-to-Market to define value metrics, evaluate usage-based models, set discount frameworks, and deliver clear insights that guide monetization decisions, including for AI capabilities like GitLab Duo. The team owns the pricing research and analytics that track pricing performance, usage patterns, and willingness-to-pay, and collaborates asynchronously as an all-remote, globally distributed group. Current focus areas include evolving packaging for AI and compute-intensive features, aligning usage metrics to customer value, and simplifying policies to improve deal quality and customer experience.
Remote-Global
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role’s base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
United States Salary Range$84,000—$180,000 USD
How GitLab will support you
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you’re excited about this role, please apply and allow our recruiters to assess your application.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
