Lead Product Marketing Manager, Pricing and Packaging
Lead pricing and packaging product marketing strategy, enablement, and go-to-market execution for enterprise DevSecOps platform.
The role
This role bridges pricing strategy with sales execution at GitLab, focusing on translating complex pricing structures into clear narratives and practical enablement tools. The Lead Product Marketing Manager will spend roughly half their time with customers and sales teams gathering insights, then developing playbooks, messaging frameworks, and deal-acceleration assets. They partner cross-functionally to ensure pricing changes drive clarity and reduce friction throughout the sales cycle.
What you'd do
- Lead go-to-market strategy and sales enablement for pricing and packaging across product portfolio, creating messaging and guidance for self-serve, sales-assisted, and enterprise segments
- Develop and own pricing philosophy narratives, turning complex structures into differentiated messaging that supports customer purchasing decisions
- Manage launch readiness for pricing updates including sales training, communications, and website coordination to ensure clarity and adoption
- Track pricing performance post-launch using adoption metrics and feedback, translating findings into actionable recommendations for product and finance teams
- Create high-impact enablement assets including playbooks, tier differentiation guides, objection-handling frameworks, ROI and TCO models, and interactive pricing calculators
- Spend approximately 50% of time in direct customer and sales meetings to gather field insights on pricing objections and deal dynamics
- Build external thought leadership on platform economics and transparent pricing through content, webinars, and speaking engagements
- Lead cross-functional programs to improve pricing communication and operationalization, sharing best practices with peer product marketers
What they're looking for
- Proven experience leading pricing and packaging product marketing for B2B SaaS or enterprise software with complex products
- Track record translating pricing changes into clear, repeatable sales motions including messaging frameworks, playbooks, and objection handling
- Working knowledge of common SaaS monetization models such as seat-based, usage-based, and outcome-based pricing
- Experience partnering cross-functionally with product, sales, finance, and revenue operations on pricing feedback and launch alignment
- Comfort with significant time in customer and sales-facing meetings and ability to translate field exposure into sharper messaging
- Ability to build value quantification assets such as ROI and TCO frameworks and use competitive context to strengthen narratives
- Strong written and verbal communication skills to simplify complex pricing concepts for diverse audiences
- Data-informed approach using sales feedback, win-loss analysis, customer research, and competitive intelligence to improve enablement
- Ability to work autonomously in remote, asynchronous environment with self-directed approach to learning and cross-functional execution
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