Principal Revenue Strategist

GitLab

. Shape revenue strategy across customer segmentation, sales coverage, sales motions, and investment priorities .

Posted 11/10/2026full-timeRemote • United States, CanadaLead💰 $168,000 - $285,600 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in shaping revenue strategy and go-to-market models, with a strong focus on customer segmentation, sales coverage, and operational dependencies. Capable of providing analytical insights and recommendations to senior leaders while fostering collaboration across teams.

Highest-signal resume keywords

Go-To-Market StrategyRevenue StrategyCommercial JudgmentAnalytical SkillsCross-Functional Collaboration

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Revenue Strategy DevelopmentMarket Expansion StrategiesSales Capacity AnalysisPricing and PackagingModel BuildingDecision Memo WritingData AnalysisSegmentationSales ProductivityOperational Dependencies

Soft Skills

Influencing Without AuthorityCollaborative ApproachProblem-SolvingCommunication SkillsHands-On Execution

Tools & Technologies

AI IntegrationAnalytical ToolsDecision-Making Frameworks

Industry Keywords

B2B SoftwareTechnology CompanyConsultingInternational ExpansionEnterprise SalesConsumption Models

About the role

Key responsibilities & impact

Shape revenue strategy across customer segmentation, sales coverage, sales motions, and investment priorities
Design multi-quarter changes to selling and monetization, including customer journey, metrics, roles, incentives, and operating model implications
Build agreement on strategic direction and partner with Field Operations and Enablement on execution
Develop market and expansion strategies, prioritizing markets, go-to-market models, capacity needs, and operational dependencies
Connect go-to-market strategy and Product by translating field and customer insights into product input and product direction into commercial implications
Provide commercially grounded input on pricing and packaging
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 cross-functional working sessions
Advise senior leaders in Sales, Finance, and Product, distilling complex problems into recommendations with assumptions and trade-offs

Requirements

What you’ll need

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, such as segmentation, coverage, pipeline and conversion, sales capacity and productivity, incentives, or pricing and packaging
Structured approach to testing assumptions and turning unclear problems into frameworks, recommendations, and practical next steps
Strong commercial and analytical judgment, including 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
Collaborative, hands-on approach that treats execution as part of strategy
Experience with usage-based or consumption models, international expansion, enterprise or platform sales, or a technical or scientific background is helpful but not required
Interest in people management over time is welcome, but this is an individual contributor role
Team members are expected to incorporate AI into daily workflows

Benefits

Comp & perks

Benefits to support your 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
Incentive pay targeted at up to 100% of the offered base salary for sales roles