Lead Product Marketing Manager, Pricing and Packaging

GitLab

3h•Remote

About The Position

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.

Requirements

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.

Responsibilities

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.