168K–286K USD / year
Principal Revenue Strategist
SalesRemote — Canada, United States
Published on 2026-11-10
These details were extracted automatically from the original listing. They may not be complete or fully up to date — it's worth checking the original job post.
About this role
Shape GitLab’s revenue and go-to-market strategy as AI changes how software is built and purchased. This senior individual-contributor role develops recommendations on how to reach customers, sell, and monetize, working with executive partners across Sales, Finance, and Product.
About the company
GitLab is a DevSecOps platform that brings source control, CI/CD, security, and project management into a single application. It helps engineering teams plan, build, secure, and ship software faster.
The team
Revenue Strategy team, reporting to the VP of Revenue Strategy.
What you'll do
- Set strategy for customer segmentation, sales coverage, sales motions, and investment priorities.
- Design multi-quarter changes to sales and monetization, including customer journey, metrics, roles, incentives, and operating model.
- Develop market expansion strategies, go-to-market models, and capacity plans.
- Connect field and customer insights to Product direction and assess commercial implications of product decisions.
- Provide strategic inputs to long-range planning, including market size, sales capacity, productivity, and unit economics.
- Build models and decision memos, analyze options, and facilitate cross-functional working sessions.
- Advise senior Sales, Finance, and Product leaders with clear recommendations and trade-offs.
What we're looking for
- Experience owning complex go-to-market or revenue strategy work in technology, consulting, or both.
- Direct experience with B2B software go-to-market topics such as segmentation, sales coverage, pipeline conversion, capacity, productivity, incentives, or pricing.
- Ability to structure ambiguous problems, test assumptions, and turn analysis into practical recommendations.
- Strong commercial and analytical judgment, including modeling and knowing when evidence is sufficient.
- Credibility with senior leaders and ability to influence without formal authority.
- Collaborative, hands-on approach that treats execution as part of strategy.
Nice to have
- 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.
Benefits
- Flexible paid time off
- Equity compensation and employee stock purchase plan
- Parental leave
- Growth and development fund
- Health, financial, and well-being benefits
- Team Member Resource Groups