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.
• 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 a transparent, low-ego culture. Our mission is to enable everyone to contribute to and co-create the software that powers our world.