Lead Product Marketing Manager, Pricing and Packaging

Overview of the Lead Product Marketing Manager, Pricing and Packaging Role

As the Lead Product Marketing Manager for Pricing and Packaging at GitLab, you will serve as the crucial link between GitLab's pricing strategy and its sales execution. Your primary responsibility will be to transform our pricing and packaging structure into clear, compelling narratives and actionable enablement materials. This will empower sales teams to confidently communicate value, recommend suitable options, and effectively manage pricing discussions with prospects, partners, and customers.

Your core focus is to minimize friction caused by pricing inquiries in the field. You will develop comprehensive playbooks, messaging frameworks, tier differentiation guidance, objection handling strategies, and value quantification tools. These resources will simplify pricing changes, making them easier to understand and sell across self-serve, sales-assisted, and enterprise segments.

You will collaborate closely with product management, sales leadership, finance, revenue operations, and other Product Marketing Managers. This partnership will involve understanding pricing updates, gathering feedback on challenges, and translating pricing changes into clear customer-facing value propositions and internal guidance.

In your initial year, you are expected to build comprehensive pricing enablement that significantly reduces sales questions and shortens deal cycles. You will also develop competitive pricing narratives that highlight GitLab's differentiated value and create ROI and total cost of ownership assets to support value-based conversations, particularly those related to platform consolidation and AI-powered productivity.

Key Responsibilities and Projects

• Lead go-to-market strategy and sales enablement for GitLab's pricing and packaging across the entire product portfolio. This includes creating messaging frameworks, sales plays, and guidance to help sales teams navigate pricing conversations across various segments.
• Partner extensively with product management, sales leadership, finance, revenue operations, and other Product Marketing Managers to understand pricing and packaging changes, identify field friction points, and translate internal decisions into clear customer-facing value stories and internal guidance.
• Develop and own the narrative for GitLab's pricing philosophy and package differentiation, simplifying complex pricing structures into compelling messages that support customer value discussions and purchasing decisions.
• Lead launch readiness for pricing and packaging updates, encompassing sales training, sales and customer communications, and coordination with website and marketing journey updates to ensure clarity, consistency, and easy adoption of pricing changes.
• Track and analyze pricing performance post-launch using adoption metrics, customer feedback, and sales insights. Transform these findings into actionable recommendations for product, monetization, and finance partners.
• Create and maintain high-impact enablement materials for pricing conversations, such as pricing playbooks, tier differentiation guides, deal and objection-handling frameworks, competitive pricing narratives, and ROI and total cost of ownership assets.
• Build GitLab's external thought leadership on platform economics, consumption models, and transparent, value-based pricing through content creation, webinars, and speaking engagements.
• Lead cross-functional programs aimed at improving the communication and operationalization of pricing and packaging, and share best practices with other Product Marketing Managers to enhance the quality and consistency of commercial messaging.

What You'll Bring

• Proven experience leading pricing and packaging product marketing for B2B SaaS or enterprise software, specifically building sales enablement for complex products.
• Demonstrated ability to translate pricing and packaging changes into clear, repeatable sales motions, including messaging frameworks, playbooks, deal guides, and objection handling to reduce confusion and friction in the field.
• Working knowledge of common SaaS monetization models (e.g., seat-based and usage-based pricing) and the capability to explain how pricing mechanics align with customer value and outcomes across self-serve, sales-assisted, and enterprise segments.
• Extensive experience partnering cross-functionally with product management, sales leadership, finance, and revenue operations to gather feedback on pricing friction, ensure launch readiness, and keep internal guidance current as pricing evolves.
• Ability to develop value quantification assets for pricing conversations, such as Return on Investment (ROI) and Total Cost of Ownership (TCO) frameworks, and leverage competitive context to strengthen commercial narratives.
• Strong written and verbal communication skills, with the talent to simplify complex pricing concepts for diverse audiences, including field sales, partners, customers, and executive stakeholders.
• A data-informed approach to pricing messaging, utilizing inputs like sales feedback, win/loss analysis, pricing analytics, customer research, and competitive intelligence to continuously improve enablement and go-to-market plans.
• Comfort working autonomously in an all-remote, asynchronous environment, demonstrating a self-directed approach to learning, iteration, and driving cross-functional execution.

Key skills/competency

• Pricing Strategy
• Packaging Strategy
• Sales Enablement
• Go-to-Market Strategy
• B2B SaaS
• Monetization Models
• Value Proposition
• Cross-functional Collaboration
• ROI/TCO Analysis
• DevSecOps