Principal Revenue Strategist

GitLab

3d•$168,000 - $285,600•Remote

About The Position

As a Principal Revenue Strategist, you will help shape how GitLab brings its products to market as artificial intelligence changes how software is built and bought. This senior individual-contributor role reports to the VP of Revenue Strategy and connects market, product, and field insights to recommendations and changes in how GitLab sells. You will address complex, open-ended go-to-market questions, working with executive partners across Sales, Finance, and Product to determine investment priorities, customer reach, and needed changes. The Revenue Strategy team develops strategies for how GitLab reaches customers, sells, and monetizes its platform. The role collaborates with Sales, Finance, Product, Field Operations, and Enablement to connect strategic decisions with commercial execution. GitLab is an all-remote company with a public handbook and a transparent, low-ego culture.

Requirements

Experience owning complex go-to-market or revenue strategy work in a growing technology company, consulting, or a combination of both.
Direct experience solving business-to-business software go-to-market problems, such as segmentation, coverage, pipeline and conversion, sales capacity and productivity, incentives, or pricing and packaging.
A structured approach to testing assumptions and turning unclear problems into a framework, recommendation, and practical next steps.
Strong commercial and analytical judgment, including the ability to build models and recognize when evidence is sufficient to make a decision.
Ability to work credibly with senior leaders, challenge decisions with evidence, and influence people without formal authority.
A collaborative, hands-on approach that treats execution as part of strategy, not a handoff after the recommendation.

Nice To Haves

Experience with usage-based or consumption models.
Experience with international expansion.
Experience with enterprise or platform sales.
A technical or scientific background.
Interest in people management over time.

Responsibilities

Shape revenue strategy across customer segmentation, sales coverage, sales motions, and investment priorities.
Design multi-quarter changes to sales and monetization, defining implications for the customer journey, metrics, roles, incentives, and operating model.
Build agreement on strategic direction and partner with Field Operations and Enablement on execution.
Develop market and expansion strategies, including prioritizing markets, defining go-to-market models and capacity needs, and identifying operational dependencies for entering or scaling in new regions.
Connect go-to-market strategy and Product by translating field and customer insights into product input and product direction into commercial implications.
Provide focused, commercially grounded input on pricing and packaging.
Contribute strategic inputs to long-range planning, including total addressable market, sales capacity, productivity, and unit economics.
Build models, write decision memos, run analyses, and facilitate working sessions to turn recommendations into action with cross-functional partners.
Advise senior leaders in Sales, Finance, and Product independently, distilling complex problems into clear recommendations with explicit assumptions and trade-offs.