Principal Revenue Strategist

GitLab Inc.; United States; Remote; USD 168,000 - 286,000; Full time

Benefits offered by this job

Flexible PTO

ERGs and community groups

Equity + ESPP

Growth and development fund

Parental leave

Job summary

GitLab is seeking a Principal Revenue Strategist to shape how we bring our products to market as AI changes software buying. You will report to the VP of Revenue Strategy and collaborate with Sales, Finance, and Product to determine where to invest and how to reach customers.

You will design go-to-market changes, model impacts on pricing and packaging, and provide strategic direction across regions while working with executive partners to drive measurable outcomes.

Qualifications

• Experience owning complex go-to-market or revenue strategy work in a growing technology company, consulting, or both.
• Direct experience solving B2B software GTM problems, e.g. segmentation, coverage, pipeline, or pricing.
• Structured approach to testing assumptions and turning unclear problems into a framework and actionable steps.
• Strong commercial and analytical judgment to build models and base decisions on evidence.

Responsibilities

• Shape revenue strategy across segmentation, sales coverage, and investments.
• Define multi-quarter GTM changes and align go-to-market with product and pricing.
• Develop market expansion strategies and assess regional entry considerations.
• Translate field and customer insights into product input and pricing directions.
• Contribute to long-range planning with market sizing, capacity and unit economics.
• Build analyses, memos, and run sessions to turn recommendations into action with partners.
• Advise senior leaders with clear recommendations and justified trade-offs.

Skills

Go-to-market strategy

Market analysis

Pricing and packaging

Financial modeling

Executive communication

Job description

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100 trust GitLab to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our valuesand continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

An overview of this role

As a Principal Revenue Strategist, you'll help shape how GitLab brings its products to market as artificial intelligence changes how software is built and bought. Reporting to the VP of Revenue Strategy, you'll be a senior individual contributor connecting market, product, and field insights to clear recommendations and changes in how we sell. You'll take on complex, open-ended go-to-market questions with limited context, working directly with executive partners across Sales, Finance, and Product to decide where to invest, how to reach customers, and what needs to change.

What you'll do

• Shape revenue strategy across customer segmentation, sales coverage, sales motions, and investment priorities.
• Design multi-quarter changes in how we sell and monetize, defining the implications for the customer journey, metrics, roles, incentives, and operating model. Build agreement on the path forward and partner with Field Operations and Enablement on execution.
• Develop market and expansion strategies, prioritizing markets, defining go-to-market models and capacity needs, and identifying the operational dependencies of entering or scaling in new regions.
• Connect go-to-market strategy and Product by translating field and customer insights into product input, and product direction into commercial implications. Provide focused, commercially grounded input on pricing and packaging.
• Contribute strategic inputs to long-range planning, including total addressable market, sales capacity, productivity, and unit economics, while Field Operations and Finance retain ownership of annual planning, quota setting, and territory design.
• Build models, write decision memos, run analyses, and facilitate working sessions to turn recommendations into action with cross-functional partners.
• Advise senior leaders in Sales, Finance, and Product independently, distilling complex problems into clear recommendations with explicit assumptions and trade-offs.

What you'll bring

• Experience owning complex go-to-market or revenue strategy work in a growing technology company, consulting, or a combination of both. Relevant experience and transferable skills matter more than a particular career path.
• Direct experience solving business-to-business software go-to-market problems, such as segmentation, coverage, pipeline and conversion, sales capacity and productivity, incentives, or pricing and packaging.
• A structured approach to testing assumptions and turning an unclear problem into a framework, a recommendation, and practical next steps.
• Strong commercial and analytical judgment, including the ability to build models and recognize when the evidence is sufficient to make a decision.
• The ability to work credibly with senior leaders, challenge decisions with evidence, and influence people without formal authority.
• A collaborative, hands-on approach that treats execution as part of strategy, not a handoff after the recommendation.
• Helpful, but not required: experience with usage-based or consumption models, international expansion, enterprise or platform sales, or a technical or scientific background. Interest in people management over time is welcome, but this is an individual contributor role.

About the team

The Revenue Strategy team tackles strategic questions about how GitLab reaches customers, sells, and monetizes its platform. You'll work with Sales, Finance, and Product leaders to connect strategy with commercial decisions, and with Field Operations and Enablement to put those decisions into practice. GitLab is an all-remote company with a public handbook and a transparent, low-ego culture. Our mission is to enable everyone to contribute to and co-create the software that powers our world.

The base salary range for this role’s listed level is currently for residents of theUnited States only. This range is intended to reflect the role's base salary rate in locations throughout the US. 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, alignment with market data,and geographic location.The base salary range does not include any bonuses, equity, or benefits. 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.

United States Salary Range

$168,000 — $285,600 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

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.

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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.