Principal Revenue Strategist

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 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.
• Contribute strategic inputs to long-range planning, including total addressable market, sales capacity, productivity, and unit economics, while Field Operations and Finance retain ownership of annual planning, quota setting, and territory design.
• 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.

What you'll bring

• Experience owning complex go-to-market or revenue strategy work in a growing technology company, consulting, or a combination of both. Relevant experience and transferable skills matter more than a particular career path.
• 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 an unclear problem into a framework, a recommendation, and practical next steps.
• Strong commercial and analytical judgment, including the ability to build models and recognize when the evidence is sufficient to make a decision.
• The 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.
• Helpful, but not required: experience with usage-based or consumption models, international expansion, enterprise or platform sales, or a technical or scientific background. Interest in people management over time is welcome, but this is an individual contributor role.

About the team

The Revenue Strategy team tackles strategic questions about how GitLab reaches customers, sells, and monetizes its platform. You'll work with Sales, Finance, and Product leaders to connect strategy with commercial decisions, and with Field Operations and Enablement to put those decisions into practice. GitLab is an all-remote company with a public handbook and…