Lead Product Marketing Manager, Pricing and Packaging

This is a fully remote position, open to applicants in California.

📋 Description

• Spearhead go-to-market strategies and sales enablement for GitLab's pricing and packaging across our product lineup, developing messaging frameworks, sales plays, and guidance that assist sales teams in navigating pricing discussions across self-serve, sales-assisted, and enterprise segments.

• Create and maintain the narrative for GitLab's pricing philosophy and positioning for various monetization initiatives, transforming pricing structures into clear, differentiated messaging that aids customer purchasing decisions.

• Oversee launch readiness for pricing and packaging updates, which includes sales training, communications to sales and customers, and collaboration with website and marketing journey updates to ensure pricing changes are transparent, consistent, and easy to implement.

• Monitor and assess pricing performance post-launch with the help of adoption metrics, customer feedback, and sales insights, converting those findings into actionable recommendations for product, monetization, and finance partners.

• Develop and sustain impactful enablement resources for pricing discussions, such as pricing playbooks, tier differentiation guides, deal and objection-handling frameworks, competitive pricing narratives, ROI and total cost of ownership tools, and interactive sales instruments, including pricing calculators, aimed at reducing sales cycles and minimizing friction during the purchasing process.

• Dedicate roughly 50% of your time to direct engagement with customers and sales teams, participating in calls and meetings to collect firsthand insights on pricing objections, deal dynamics, and what resonates or falters in the field — subsequently translating those insights into enhanced enablement.

• Establish external thought leadership on platform economics, consumption models, and transparent, value-based pricing through content creation, webinars, and speaking engagements.

• Direct cross-functional initiatives to enhance how we communicate and operationalize pricing and packaging, while sharing best practices with other Product Marketing Managers to elevate the quality and consistency of commercial messaging.

⛳️ Requirements

• Proven experience in leading pricing and packaging product marketing for B2B SaaS or enterprise software, including the development of sales enablement strategies for complex products.

• Demonstrated ability to convert pricing and packaging adjustments into clear, repeatable sales motions, encompassing messaging frameworks, playbooks, deal guides, and objection-handling techniques that minimize confusion and friction in the field.

• Familiarity with common SaaS monetization models (e.g., seat-based, usage-based, and outcome-based pricing) and the capability to articulate how pricing mechanics correlate with customer value across self-serve, sales-assisted, and enterprise segments.

• Experience collaborating cross-functionally with product management, sales leadership, finance, and revenue operations to collect feedback on pricing challenges, align on launch readiness, and maintain updated internal guidance as pricing evolves. Comfort in spending considerable time in customer and sales-facing meetings, along with a track record of transforming that field exposure into sharper messaging and more effective enablement.

• Proficiency in creating value quantification tools for pricing discussions, such as return on investment (ROI) and total cost of ownership (TCO) frameworks, and leveraging competitive context to enhance commercial narratives.

• Excellent written and verbal communication abilities, capable of simplifying complex pricing concepts for diverse audiences, including sales teams, partners, customers, and executives.

• A data-driven approach to pricing messaging, utilizing inputs like sales feedback, win/loss analysis, pricing analytics, customer research, and competitive intelligence to refine enablement and go-to-market strategies over time.

• Comfort in working independently in a fully remote, asynchronous environment, with a self-directed mindset towards learning, iteration, and driving cross-functional execution.

🏝️ Benefits

• Comprehensive benefits to support your health, finances, and overall 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.