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 Job Data by YubHub .