Senior Revenue Strategy Architect (AI-Powered GTM)

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 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.