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.
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.
*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.
An overview of this role
As the Lead Product Marketing Manager for Pricing and Packaging, you'll be the bridge between GitLab's pricing strategy and sales execution. You'll translate our pricing and packaging structure into clear, compelling narratives as part of your positioning and messaging effort. Practical enablement will help sales teams confidently explain value, recommend the right options, and navigate pricing conversations with prospects, partners, and customers.
Your primary focus is reducing the friction that pricing questions create in the field. You'll build playbooks, messaging frameworks, tier differentiation guidance, objection handling, interactive calculators and other deal-acceleration tools, and value quantification assets that make pricing changes easier to understand and easier to sell across self-serve, sales-assisted, and enterprise segments. To stay grounded in what the field actually needs, you're expected to spend approximately 50% of your time in customer and sales meetings — this direct exposure is how you'll develop the sharpest insights and produce the most impactful enablement.
You'll partner closely with product management, sales leadership, finance, revenue operations, and other Product Marketing Managers to understand pricing updates, gather feedback on what's not working, drive conversations with customers, and turn pricing changes into clear value propositions and internal guidance.
What you'll do
- Lead go-to-market strategy and sales enablement for GitLab's pricing and packaging across our product portfolio, creating messaging frameworks, sales plays, and guidance that help sales teams navigate pricing conversations across self-serve, sales-assisted, and enterprise segments.
- Develop and own the narrative for GitLab's pricing philosophy and positioning for different monetization actions, turning pricing structures into simple, differentiated messaging that supports customer purchasing decisions.
- Lead launch readiness for pricing and packaging updates, including sales training, sales and customer communications, and coordination with website and marketing journey updates so pricing changes are clear, consistent, and easy to adopt.
- Track and analyze pricing performance post-launch using adoption metrics, customer feedback, and sales insights, and turn those findings into actionable recommendations for product, monetization, and finance partners.
- Create and maintain high-impact enablement for pricing conversations, such as pricing playbooks, tier differentiation guides, deal and objection-handling frameworks, competitive pricing narratives, ROI and total cost of ownership assets, and interactive sales tools, including pricing calculators, designed to shorten sales cycles and reduce friction at the point of purchase.
- Spend approximately 50% of your time engaged directly with customers and sales teams, attending calls and meetings to gather first-hand insights on pricing objections, deal dynamics, and what's resonating or breaking down in the field — then translating those insights directly into better enablement.
- Build external thought leadership on platform economics, consumption models, and transparent, value-based pricing through content, webinars, and speaking opportunities.
- Lead cross-functional programs to improve how we communicate and operationalize pricing and packaging, and share best practices with other Product Marketing Managers to raise the quality and consistency of commercial messaging.
What you'll bring
- Experience leading pricing and packaging product marketing for B2B SaaS or enterprise software, including building sales enablement for complex products.
- Proven experience translating pricing and packaging changes into clear, repeatable sales motions, including messaging frameworks, playbooks, deal guides, and objection handling that reduce confusion and friction in the field.
- Working knowledge of common SaaS monetization models (e.g., seat, usage, and outcome based pricing) and the ability to explain how pricing mechanics map to customer value across self-serve, sales-assisted, and enterprise segments.
- Experience partnering cross-functionally with product management, sales leadership, finance, and revenue operations to gather feedback on pricing friction, align on launch readiness, and keep internal guidance current as pricing evolves. Comfort spending significant time in customer and sales-facing meetings, and a track record of translating that field exposure into sharper messaging and more effective enablement.
- Ability to build value quantification assets for pricing conversations, such as return on investment (ROI) and total cost of ownership (TCO) frameworks, and use competitive context to strengthen commercial narratives.
- Strong written and verbal communication skills, with the ability to simplify complex pricing concepts for different audiences, including sales, partners, customers, and execs.
- A data-informed approach to pricing messaging, using inputs like sales feedback, win/loss analysis, pricing analytics, customer research, and competitive intelligence to improve enablement and go-to-market plans over time.
- Comfort working autonomously in an all-remote, asynchronous environment, with a self-directed approach to learning, iteration, and driving cross-functional execution.
About the team
The solutions product marketing function translates GitLab's story into clear narratives and practical sales enablement that helps go-to-market teams win. You'll work alongside other Product Marketing Managers across DevOps, security, and AI to keep our commercial narrative consistent across the platform, and you'll be a go-to partner for teammates who need clear guidance on how to position GitLab's value across tiers, add-ons, and consumption models.
The broader team works in an all-remote, asynchronous way across regions, guided by GitLab's values of transparency, iteration, and trusted empowerment. As GitLab's commercial model evolves, you'll help keep our pricing and packaging messaging clear and current by staying close to field and customer feedback.
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
$139,200—$235,200 USD
How GitLab Supports Full-Time Employees
- 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
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.