Director of Product, Pricing

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, preferably with direct experience within 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. J