What is the typical career progression for a Lead Product Marketing Manager, Pricing and Packaging at GitLab?

At GitLab, career progression is tied to impact and growth. As a Lead Product Marketing Manager for Pricing and Packaging, you could advance to a Senior Lead role, manage a team, or move into broader Product Marketing leadership positions, depending on your contributions and the company's evolving needs. GitLab emphasizes internal growth and development, so opportunities will align with your demonstrated abilities and career aspirations.

How does GitLab's all-remote and asynchronous work environment impact this Lead Product Marketing Manager role?

GitLab's all-remote and asynchronous environment fosters autonomy and flexibility. For this Lead Product Marketing Manager role, it means you'll manage your work independently, communicate effectively through written channels, and collaborate across time zones. Success relies on self-direction, strong organizational skills, and proactive communication to ensure alignment with product management, sales, and finance teams.

What specific types of B2B SaaS pricing models should I be familiar with for this Lead Product Marketing Manager position at GitLab?

For this Lead Product Marketing Manager role at GitLab, you should be familiar with common B2B SaaS monetization models, including seat-based, usage-based, and outcome-based pricing. Understanding how these models map to customer value and influence purchasing decisions across self-serve, sales-assisted, and enterprise segments is crucial.

How does GitLab approach sales enablement for complex pricing and packaging changes?

GitLab's approach to sales enablement for pricing and packaging is hands-on and field-driven. As the Lead Product Marketing Manager, you'll develop practical tools like playbooks, tier differentiation guides, objection handling frameworks, and ROI calculators. A significant portion of your time will be spent in customer and sales meetings to gather insights and ensure enablement directly addresses field needs and reduces friction.

What role does AI play in the daily workflow of a Lead Product Marketing Manager at GitLab?

GitLab views AI as a core productivity multiplier. For a Lead Product Marketing Manager, this means incorporating AI tools into your daily workflows to drive efficiency in tasks like market analysis, content creation, and data interpretation. The expectation is to leverage AI to enhance innovation and impact across your responsibilities, from developing messaging to analyzing pricing performance.

How is pricing performance tracked and analyzed for the Pricing and Packaging team at GitLab?

Tracking and analyzing pricing performance at GitLab involves using adoption metrics, customer feedback, and sales insights. As the Lead Product Marketing Manager, you'll use this data to provide actionable recommendations to product, monetization, and finance partners, ensuring continuous improvement and alignment of pricing strategies with market realities and customer value.

What are the key cross-functional partnerships for the Lead Product Marketing Manager, Pricing and Packaging role at GitLab?

The Lead Product Marketing Manager for Pricing and Packaging at GitLab partners closely with Product Management, Sales Leadership, Finance, Revenue Operations, and other Product Marketing Managers. These collaborations are essential for understanding pricing updates, gathering feedback, driving customer conversations, and ensuring clear value propositions and internal guidance.

Lead Product Marketing Manager, Pricing and Packaging

GitLab · United States

Hybrid
Full-time
$235,200 / year
United States

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Job highlights

Lead product marketing for pricing and packaging.
Translate pricing into compelling sales narratives.
Develop enablement tools to reduce sales friction.
Partner with cross-functional teams on strategy.
Engage directly with customers and sales teams.

About the role

About GitLab

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 values and 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 the Lead Product Marketing Manager for Pricing and Packaging, you'll be the bridge between GitLab's pricing strategy and sales execution. You'll translate our pricing and packaging structure into clear, compelling narratives as part of your positioning and messaging effort. Practical enablement will help sales teams confidently explain value, recommend the right options, and navigate pricing conversations with prospects, partners, and customers. Your primary focus is reducing the friction that pricing questions create in the field. You'll build playbooks, messaging frameworks, tier differentiation guidance, objection handling, interactive calculators and other deal-acceleration tools, and value quantification assets that make pricing changes easier to understand and easier to sell across self-serve, sales-assisted, and enterprise segments. To stay grounded in what the field actually needs, you're expected to spend approximately 50% of your time in customer and sales meetings — this direct exposure is how you'll develop the sharpest insights and produce the most impactful enablement. You'll partner closely with product management, sales leadership, finance, revenue operations, and other Product Marketing Managers to understand pricing updates, gather feedback on what's not working, drive conversations with customers, and turn pricing changes into clear value propositions and internal guidance.

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.

About The Team

The solutions product marketing function translates GitLab's story into clear narratives and practical sales enablement that helps go-to-market teams win. You'll work alongside other Product Marketing Managers across DevOps, security, and AI to keep our commercial narrative consistent across the platform, and you'll be a go-to partner for teammates who need clear guidance on how to position GitLab's value across tiers, add-ons, and consumption models. The broader team works in an all-remote, asynchronous way across regions, guided by GitLab's values of transparency, iteration, and trusted empowerment. As GitLab's commercial model evolves, you'll help keep our pricing and packaging messaging clear and current by staying close to field and customer feedback.

Compensation and Benefits

The base salary range for this role’s listed level is currently for residents of the United 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: $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.

Equal Opportunity Statement

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’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.

Key skills/competency

Product Marketing
Pricing Strategy
Sales Enablement
SaaS Monetization
Messaging Frameworks
Go-to-Market Strategy
B2B SaaS
Enterprise Software
Cross-functional Collaboration
Communication Skills

Skills & topics

Product Marketing
Pricing
Packaging
SaaS
B2B
Sales Enablement
Go-to-Market
Messaging
Monetization
Enterprise Software
Lead
Manager

How to get hired

Tailor your resume: Highlight B2B SaaS pricing and packaging product marketing experience, focusing on sales enablement and complex product successes.
Showcase your skills: Emphasize proven ability to translate pricing changes into clear sales motions, including messaging frameworks and objection handling.
Demonstrate cross-functional collaboration: Provide examples of partnering with product, sales, finance, and ops teams on pricing initiatives.
Prepare for customer-facing discussions: Be ready to discuss your experience in sales meetings and how you translate field exposure into enablement.
Understand SaaS monetization: Articulate your knowledge of seat, usage, and outcome-based pricing models and their link to customer value.

Technical preparation

Master SaaS pricing models: seat, usage, outcome.,Develop ROI and TCO frameworks.,Build interactive pricing calculators.,Analyze pricing performance metrics.

Behavioral questions

How do you handle pricing objections?,Describe a pricing change you enabled.,How do you gather field insights?,How do you simplify complex pricing?

Frequently asked questions

What is the typical career progression for a Lead Product Marketing Manager, Pricing and Packaging at GitLab?: At GitLab, career progression is tied to impact and growth. As a Lead Product Marketing Manager for Pricing and Packaging, you could advance to a Senior Lead role, manage a team, or move into broader Product Marketing leadership positions, depending on your contributions and the company's evolving needs. GitLab emphasizes internal growth and development, so opportunities will align with your demonstrated abilities and career aspirations.
How does GitLab's all-remote and asynchronous work environment impact this Lead Product Marketing Manager role?: GitLab's all-remote and asynchronous environment fosters autonomy and flexibility. For this Lead Product Marketing Manager role, it means you'll manage your work independently, communicate effectively through written channels, and collaborate across time zones. Success relies on self-direction, strong organizational skills, and proactive communication to ensure alignment with product management, sales, and finance teams.
What specific types of B2B SaaS pricing models should I be familiar with for this Lead Product Marketing Manager position at GitLab?: For this Lead Product Marketing Manager role at GitLab, you should be familiar with common B2B SaaS monetization models, including seat-based, usage-based, and outcome-based pricing. Understanding how these models map to customer value and influence purchasing decisions across self-serve, sales-assisted, and enterprise segments is crucial.
How does GitLab approach sales enablement for complex pricing and packaging changes?: GitLab's approach to sales enablement for pricing and packaging is hands-on and field-driven. As the Lead Product Marketing Manager, you'll develop practical tools like playbooks, tier differentiation guides, objection handling frameworks, and ROI calculators. A significant portion of your time will be spent in customer and sales meetings to gather insights and ensure enablement directly addresses field needs and reduces friction.
What role does AI play in the daily workflow of a Lead Product Marketing Manager at GitLab?: GitLab views AI as a core productivity multiplier. For a Lead Product Marketing Manager, this means incorporating AI tools into your daily workflows to drive efficiency in tasks like market analysis, content creation, and data interpretation. The expectation is to leverage AI to enhance innovation and impact across your responsibilities, from developing messaging to analyzing pricing performance.
How is pricing performance tracked and analyzed for the Pricing and Packaging team at GitLab?: Tracking and analyzing pricing performance at GitLab involves using adoption metrics, customer feedback, and sales insights. As the Lead Product Marketing Manager, you'll use this data to provide actionable recommendations to product, monetization, and finance partners, ensuring continuous improvement and alignment of pricing strategies with market realities and customer value.
What are the key cross-functional partnerships for the Lead Product Marketing Manager, Pricing and Packaging role at GitLab?: The Lead Product Marketing Manager for Pricing and Packaging at GitLab partners closely with Product Management, Sales Leadership, Finance, Revenue Operations, and other Product Marketing Managers. These collaborations are essential for understanding pricing updates, gathering feedback, driving customer conversations, and ensuring clear value propositions and internal guidance.