Lead Product Marketing Manager, Pricing and Packaging

Role description

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...

About GitLab

This role is at GitLab, a growing company. Visit their website at https://gitlab.com.

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