Principal Revenue Strategist

GitLab is seeking a Principal Revenue Strategist to help shape how the company brings its products to market as artificial intelligence changes how software is built and bought.

The successful candidate will be a senior individual contributor connecting market, product, and field insights to clear recommendations and changes in how GitLab sells.

Responsibilities:

• Shape revenue strategy across customer segmentation, sales coverage, sales motions, and investment priorities.
• Design multi-quarter changes in how GitLab sells and monetizes, defining implications for the customer journey, metrics, roles, incentives, and operating model.
• Develop market and expansion strategies, prioritizing markets, defining go-to-market models and capacity needs, and identifying operational dependencies.
• Connect go-to-market strategy and Product by translating field and customer insights into product input, and product direction into commercial implications.
• 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.

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.
• A structured approach to testing assumptions and turning unclear problems into frameworks and recommendations.
• 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.

Benefits:

• Benefits to support health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave