People Matter

Director of Product, Pricing



Posted on Thursday, November 17, 2022

The GitLab DevSecOps platform empowers 100,000+ organizations to deliver software faster and more efficiently. We are one of the world’s largest all-remote companies with 2,000+ team members and values that foster a culture where people embrace the belief that everyone can contribute. Learn more about Life at GitLab.

Director of Product, Pricing

The Director of Pricing reports to the Senior Director of Product Monetization.

Director of Product, Pricing Responsibilities

  • Lead the pricing function at the company
  • Work closely with the CEO, CMO, CRO, and Senior Director of Product Monetization to drive decision making around all aspects of the pricing model
  • Collaborate effectively cross-functionally to drive complex pricing decisions at all levels including e-group
  • Ensure pricing and packaging projects are effectively executed, including customer messaging, product experience, and internal enablement
  • Drive robust pricing related research and analysis to generate and test hypotheses to optimize GitLab’s pricing model, including pricing metrics, price points, and package construction
  • Implement continuous pricing optimization plans
  • Work with the Growth teams to increase Average Revenue per User (ARPU)
  • Provide strategic vision

Director of Product, Pricing Requirements

  • 15+ years of overall experience, with 8+ years of pricing experience, preferably as a people manager of a pricing team. Previous experience in Product Management also a plus.
  • Experience with open source business models a plus
  • Experience with both SaaS and self-managed deployment models a plus
  • Demonstrated ability to drive complex cross-functional pricing & packaging decisions, as well as subsequent implementation and success tracking
  • Fluency in pricing research methodologies like conjoint and Van Westendorp Analysis
  • Deep analytical skill and experience creating complex models to forecast the impact of pricing changes
  • Expertise in quantitative and qualitative customer validation techniques, including surveys & customer interviewing to test customer segmentation, value metrics, pricing models, etc.
  • Previous experience using customer/market segmentation techniques to effectively map pricing packages to user personas, buyer personas, and/or market segments

Director of Pricing Job Grade

The Director of Pricing is a grade 10.

Director of Product, Pricing Hiring Process

Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process.

  • Selected candidates will be invited to schedule a 30 minute screening call with one of our Global Recruiters
  • Next, candidates will be invited to schedule an interview with the Sr. Director of Product Monetization
  • Next, candidates will be invited to schedule a deep-dive interview with the Principal Pricing Manager
  • Next, candidates will be invited to schedule an interview with a leader from the Sales Organization (VP of Sales Ops, VP of Sales or CRO)
  • Next, candidates will be invited to schedule an interview with a leader from the Marketing Organization (Sr. Director of Strategic Marketing or CMO)
  • Finally, candidates may be invited to schedule an interview with the CEO

Additional details about our process can be found on our hiring page.

Performance Indicators

Product Leadership is responsible for building the capacity and capability of their team and the groups they support to achieve:

  1. Their relevant Product Performance Indicators
  2. Our global Product KPIs
  3. Job satisfaction of the team members who report to them (as measured by annual employee engagement survey)
  4. Hiring versus plan and new hire location factor
  5. IACV attained by assigned use case as designated in of opportunity Command Plans (Dashboard).

In addition, some roles have role-specific activities and performance indicators.

About GitLab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.

Top 10 Reasons to Work for GitLab:

  1. Mission: Everyone can contribute
  2. Results: Fast growth, ambitious vision
  3. Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
  4. Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
  5. Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
  6. Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
  7. Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
  8. Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
  9. Work/Life Harmony: Flexible workday, Family and Friends days
  10. Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices

See our culture page for more!

Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.

The base salary range for this role’s listed level is currently for residents of listed locations only. 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, and alignment with market data. 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.
Colorado/Washington pay range
$158,600$267,300 USD
California/New York/New Jersey pay range
$158,600$297,300 USD

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.