Principal Revenue Strategist

An overview of this role

As a Principal Revenue Strategist, you'll help shape how GitLab brings its products to market as artificial intelligence changes how software is built and bought. Reporting to the VP of Revenue Strategy, you'll be a senior individual contributor connecting market, product, and field insights to clear recommendations and changes in how we sell. You'll take on complex, open-ended go-to-market questions with limited context, working directly with executive partners across Sales, Finance, and Product to decide where to invest, how to reach customers, and what needs to change.

What you'll do

• Shape revenue strategy across customer segmentation, sales coverage, sales motions, and investment priorities.
• Design multi-quarter changes in how we sell and monetize, defining the implications for the customer journey, metrics, roles, incentives, and operating model. Build agreement on the path forward and partner with Field Operations and Enablement on execution.
• Develop market and expansion strategies, prioritizing markets, defining go-to-market models and capacity needs, and identifying the operational dependencies of 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.