You will own pricing strategy end to end during an important period for GitLab, as we evolve from traditional seat-based models toward AI and usage-based monetization across SaaS, self-managed, and single-tenant offerings. You will shape decisions that influence product packaging, commercial performance, and long-term growth, while partnering with senior leaders across the business.

This is a high-impact opportunity to build clarity in a complex space, bring rigor to major monetization decisions, and leave a lasting mark on GitLab's commercial trajectory.

Responsibilities:

• Define and lead GitLab's pricing strategy, including the roadmap for packaging, edition architecture, and monetization across core and emerging offers.

• Guide the transition across seat-based, usage-based, and hybrid pricing models, with particular focus on AI-related monetization opportunities.

• Build and lead a high-performing global pricing organization, including setting the operating model, developing managers and individual contributors, and raising the quality bar for pricing work.

• Partner with leaders across product, engineering, finance, sales, marketing, and operations to evaluate trade-offs between growth, adoption, margin, and customer value.

• Own pricing models, scenario planning, forecasts, and business cases that connect pricing decisions to measurable outcomes such as average selling price, average revenue per user, and monetization performance.

• Lead pricing research and testing approaches, using methods such as customer interviews, conjoint analysis, Van Westendorp, and experiments to inform strategic recommendations.

• Present pricing proposals and recommendations clearly to senior leadership, including executive-level stakeholders, with well-supported analysis and clear decision paths.

• Ensure pricing changes are implemented smoothly by coordinating readiness across systems, processes, enablement, and customer communication to support successful launches and business adoption.

What you'll bring:

• Significant experience in pricing, including leadership of multi-disciplinary teams and ownership of complex monetization decisions in a B2B software environment.

• Deep expertise in SaaS pricing models, including seat-based, usage-based, and hybrid approaches, with strong judgment on when each model fits.

• Demonstrated success shaping portfolio-level pricing across multiple products, offers, or deployment models.

• Strong analytical skills with the ability to build robust models, test assumptions, evaluate scenarios, and communicate implications with confidence.

• Fluency in pricing research methods, including conjoint analysis, Van Westendorp, customer interviews, and experimentation, and the ability to apply the right method to the right question.

• Experience working through ambiguity and creating structure, process, and momentum in areas that are still evolving.

• Proven ability to influence senior stakeholders and work effectively across a distributed, asynchronous organization.

• Familiarity with pricing for AI-related products or consumption-based offerings, as well as experience across SaaS, self-managed, or single-tenant environments, is a strong advantage.

About the team:

The Product Monetization team helps GitLab align product value, customer needs, and business outcomes through thoughtful packaging and pricing. We work at the intersection of product, finance, and go-to-market strategy, helping the company make clear, evidence-based monetization decisions as GitLab continues to grow and evolve.

Our work is highly cross-functional and especially important as GitLab expands its AI-powered capabilities and pricing approaches across different deployment models.

We expect team members to bring strong judgment, clear communication, and a builder mindset to complex questions that affect customers and the business at scale.

In this environment, you'll have the opportunity to work with leaders across GitLab, solve meaningful commercial challenges, and help shape how the company goes to market in the years ahead.

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Foster City, CA (Hybrid) In office M,W,F

Employment Type

Full time

Location Type

Hybrid

Department

GTMRevenue Operations

Compensation

• Compensation is determined based on career level, with the base salary for this role ranging from $95K – $120K • Offers Equity

Replit is seeking a Deal Desk Analyst to support our sales operations and ensure seamless deal execution. In this role, you'll be the operational backbone of our revenue team, managing complex deal structures, pricing approvals, and contract processes. You'll play a critical role in accelerating our sales cycle while maintaining deal quality and compliance standards that support our mission to democratize software creation.

What You'll Do

• Manage end-to-end deal desk operations including quote generation, pricing approvals, and contract reviews

• Partner with sales teams to structure complex deals for enterprise customers

• Maintain pricing integrity and ensure compliance with company policies and legal requirements

• Streamline deal approval workflows and reduce sales cycle friction through process optimization

• Collaborate with finance, legal, and product teams on non-standard deal terms and pricing exceptions

• Generate accurate sales forecasts and deal pipeline reports for leadership

• Create and maintain documentation for deal desk processes and pricing guidelines

• Support contract negotiations and amendments with cross-functional stakeholders

• Analyze deal performance metrics and identify opportunities for process improvements

• Train sales teams on deal desk tools, processes, and best practices

Required Skills & Experience

• 3+ years of experience in deal desk, sales operations, or revenue operations roles

• Understanding of SaaS pricing models, contract terms, and deal structuring

• Proficiency with CRM systems (Salesforce preferred) and CPQ (Configure, Price, Quote) tools

• Analytical skills with experience in Excel/Google Sheets and data analysis

• Strong attention to detail and ability to manage multiple complex deals simultaneously

• Effective communication skills to collaborate with sales, finance, legal, and product teams

• Experience with contract management and understanding of standard SaaS agreement terms

• Ability to work in a fast-paced environment and adapt to changing business needs

Bonus Qualifications

• Active Replit user with understanding of developer tools and coding platforms

• Experience at a high-growth SaaS company or developer-focused platform

• Background in finance, accounting, or business operations

• Familiarity with subscription billing models and usage-based pricing

• Experience with sales enablement and training programs

_This is a full-time role that can be held from our Foster City, CA office. The role has an in-office requirement of Monday, Wednesday, and Friday._

Full-Time Employee Benefits Include:

💰 Competitive Salary & Equity

💹 401(k) Program with a 4% match

⚕️ Health, Dental, Vision and Life Insurance

🩼 Short Term and Long Term Disability

🚼 Paid Parental, Medical, Caregiver Leave

🚗 Commuter Benefits

📱 Monthly Wellness Stipend

🧑‍💻 Autonomous Work Environment

🖥 In Office Set-Up Reimbursement

🏝 Flexible Time Off (FTO) + Holidays

🚀 Quarterly Team Gatherings

☕ In Office Amenities

Want to learn more about what we are up to?

• Meet the Replit Agent

• Replit: Make an app for that

• Replit Blog

• Amjad TED Talk

Interviewing + Culture at Replit

• Operating Principles

• Reasons not to work at Replit

To achieve our mission of making programming more accessible around the world, we need our team to be representative of the world. We welcome your unique perspective and experiences in shaping this product. We encourage people from all kinds of backgrounds to apply, including and especially candidates from underrepresented and non-traditional backgrounds.

Compensation Range: $95K - $120K

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