Staff Commercial Pricing Strategist

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Lead competitive pricing initiatives and tactical deal strategies, including promotions, competitive replacement offers, and deal support.

• Oversee the list-to-net price realization strategy across various products, geographic regions, go-to-market segments, and distribution channels.

• Collaborate with Product Management, Product Marketing, and go-to-market leaders to develop packaging and pricing proposals while assessing monetization models.

• Present data-driven recommendations to cross-functional teams and executive stakeholders.

• Create pricing enablement training materials, playbooks, and battlecards.

• Implement commercial programs in collaboration with Deal Desk, Revenue Operations, and Data teams.

• Define, launch, and expand Enterprise Agreements and marketed bundling strategies.

• Establish channel and marketplace pricing strategies, including tiering, discounting frameworks, and margin structures.

• Document decisions and frameworks in the GitLab handbook through asynchronous written communication.

⛳️ Requirements

• Significant experience in strategy consulting, pricing, strategic finance, or corporate/deal strategy, preferably within a Software as a Service (SaaS) or enterprise software environment.

• In-depth expertise in monetization or pricing strategies, including direct responsibility for pricing waterfalls, enterprise buying programs such as Enterprise License Agreements or Enterprise Agreements, or channel and marketplace pricing models.

• Proven history of functioning as a key expert without formal authority and influencing senior stakeholders.

• Practical experience with AI agents and automations utilized by real teams in production settings.

• A proactive approach to iteration and product shipping; capable of making strategic decisions, documenting rationale, and adapting based on new insights.

• Excellent written communication skills.

• Ability to work autonomously in an asynchronous, fully remote environment while fostering cross-functional consensus.

• Experience in partnering with and influencing senior stakeholders across Product, Sales, and Finance, including at the vice president and senior vice president levels, as an individual contributor.

🏝️ 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.