Lead Product Marketing Manager, Pricing and Packaging

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. 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

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 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.