Pricing
The Pricing team owns the definition and execution of pricing strategy at GitLab. This team is incredibly strategic to GitLab’s success, and has the opportunity to make a large positive financial impact through improving Average Selling Price and Average Revenue per User.
Responsibilities
- Define, track and measure pricing performance, defining actionable decision insights on pricing performance
- Build models to inform the impact of price changes on customer acquisition, usage and churn
- Provide critical thinking to make a huge positive impact on GitLab’s top line growth and bottom line profitability
Requirements
- Self-motivated and self-managing, with strong organizational skills
- Share our values, and work in accordance with those values
- Ability to thrive in a fully remote organization, being collaborative and supportive
- Comfortable with fast-pace and ambiguity in a start-up environment
- Comfort working in a highly agile, intensely iterative software development process
- Ability to use GitLab
Performance Indicators
The pricing team measures its success by tracking growth in the following areas:
- Net Annual Recurring Revenue (nARR)
- Net Revenue Retention (NRR)
- Average Selling Price (ASP)
- Average Revenue Per User (ARPU)
Additional performance indicators may be added as the team expands.
Levels
Pricing Analyst
The Pricing Analyst reports to the Director of Pricing.
Pricing Analyst Responsibilities
- Help the pricing team drive informed pricing and packaging decisions
- Generate data reports and conduct data analyses using SQL and Python/R, translate findings into actionable pricing insights, and present recommendations to business teams
- Create dashboards and automated reporting for key pricing performance metrics
- Build models to predict the potential impact of pricing changes, by leveraging sales, product usage, and billing data inputs
- Support executing pricing research and competitve analyses to help drive strategic pricing decisions
- Operate in an iterative mindset, focused on delivering improvements and value at high velocity
Pricing Analyst Requirements
- 5+ years of experience with financial analysis, preferably focused on SaaS products
- Advanced Level SQL
- Advanced visualization skills and experienced in building BI dashboards (we use SiSense)
- Effective communication skills: Regularly achieve consensus with peers, and deliver clear status updates, business insights, and recommendations
- Nice to have: Experience with pricing research and a basic understanding of common pricing research techniques
- Nice to have: Understand market research and have experience with survey design and analysis
Pricing Analyst Job Grade
The Pricing Analyst is a grade 6.
Pricing Analyst 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 Principal Pricing Manager
- Next, candidates will be invited to schedule a deep dive interview with a member of the Data Team
- Next, candidates will be invited to schedule an interview with the Director of Pricing
Additional details about our process can be found on our hiring page.
Senior Pricing Analyst
The Senior Pricing Analyst role reports to the Director of Pricing.
Senior Pricing Analyst Job Grade
The Senior Pricing Analyst is a grade 7.
Senior Pricing Analyst Requirements
- Extends the Pricing Analyst requirements
- 7+ years of experience with financial analysis, preferably focused on pricing
- 4+ years of experience with pricing research and a basic understanding of common pricing research techniques
Senior Pricing Manager
The Senior Pricing Manager brings pricing and packaging domain expertise, contributing to the overall success of the monetization strategy of GitLab. This role reports to the VP of Product Monetization
Senior Pricing Manager Responsibilities
- Develop and implement effective pricing strategies for our individal product offerings
- Analyze market trends, competitor pricing, and customer data to inform pricing decisions
- Conduct regular pricing reviews to help create plans for optimization
- Monitor performance of ongoing initiatives and pricing and packaging changes.
- Partner with key stakeholders in Sales Strategy, Finance, and Marketing on key strategic iniativies
Senior Pricing Manager Requirements
- 5+ years of experience in managing SaaS pricing strategy and analysis
- Experience in financial analysis and modeling
- Familiarity in pricing research methodologies, such as conjoint, Van Westendorp, and max diff analysis
- Strong analytical skills with the ability to interpret complex data and provide actionable insights
- Comfortable working in an environment of ambiguity, driving towards clarity to acheive results
- Successful track record of maintaing alignment across key cross functional stakeholders
Senior Pricing Manager Job Grade
The Senior Pricing Manager is a grade 8.
Senior Pricing Manager 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 a Principal Pricing Manager
- Next, candidates will be initied to schedule an interview with a member of the Product Organization
- Next, candidates will be invited to schedule an interview with a member of the Finance Organization
- Next, candidates will be invited to schedule an interview with a member of the Sales and/or Marketing Organization
- Next, candidates will be invited to schedule an interview with the VP of Product
Principal Pricing Manager
The Principal Pricing Manager role builds upon the Senior Pricing Manager role by bringing additional expertise in pricing and packaging strategies, increased influence over strategic pricing decisions, and leading larger cross functional company wide pricing iniatives. This role reports to the VP of Product Monetization.
Principal Pricing Manager Responsibilities
- Drive pricing strategy for key initiatives across the business
- Lead the research and analysis efforts to define our pricing model, including pricing metrics, price points, and package construction
- Collaborate effectively with the executive team and product organization to drive complex pricing decisions
- Ensure pricing and packaging policy is effectively implemented into the customer experience
- Implement continuous pricing optimization plans
- Work cross functionally to execute on pricing changes including close collaboration with Product, Sales, Marketing, Finance and Legal departments.
Principal Pricing Manager Requirements
- 7+ years of pricing experience. MBA preferred.
- 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.
- Demonstrated ability to drive complex cross-functional pricing & packaging decisions
- Previous experience using customer/market segmentation techniques to effectively map pricing packages to user personas, buyer personas, and/or market segments
Principal Pricing Manager Job Grade
The Principal Pricing Manager is a grade 9.
Principal Pricing Manager 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 Director of Pricing
- 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)
- Next, candidates will be invited to schedule an interview with the VP of Product
Additional details about our process can be found on our hiring page.
Director of Pricing
The Director of Pricing reports to the VP of Product Monetization
Director of Pricing Responsibilities
- Lead the pricing function at the company
- Work closely with the CEO, CMO, CRO, and VP of Product 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 across Fulfillment, Sales, Marketing, Legal, and Finance to deliver pricing and packaging changes
- Contribute to our broader strategy collaborating closely with the Product Leadership Team
Director of Pricing Requirements
- 15+ years of overall experience, with 8+ years of pricing experience, preferably as a people manager of 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 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, Product Monetization
- Next, candidates will be invited to schedule a deep-dive interview with a Principal Pricing Manager
- Next, candidates will be invited to schedule an interview with the Director of Product, Fulfillment
- Next, candidates will be invited to schedule an interview with a leader from the Sales Organization (VP of Field Ops)
- Next, candidates will be invited to schedule an interview with a leader from the Marketing Organization (VP, Product Marketing)
- Finally, candidates may be invited to schedule an interview with the VP of Product Management
Additional details about our process can be found on our hiring page.
Career Ladder
The next step for the Pricing job family is not yet defined at GitLab.
About GitLab
GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.
We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.
Top 10 Reasons to Work for GitLab:
- Mission: Everyone can contribute
- Results: Fast growth, ambitious vision
- Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
- Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
- Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
- Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
- Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
- Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
- Work/Life Harmony: Flexible workday, Family and Friends days
- Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices
See our culture page for more!
Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.
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