Business Development Representative

About GitLab

GitLab is a cutting-edge orchestration platform designed for DevSecOps, helping organizations enhance developer productivity, streamline operations, minimize security and compliance risks, and speed up digital transformation. Trusted by over 50 million users and more than half of the Fortune 100 companies, GitLab accelerates software delivery with improved security.

Our workplace fosters innovation and career growth where every team member's voice matters. We embrace artificial intelligence as a key productivity tool, expecting all employees to integrate AI into their daily work to boost efficiency and impact. By joining GitLab, you collaborate with industry leaders to develop transformative software technology.

Note: Fortune 500® and Fortune 100 are trademarks of Fortune Media IP Limited and are used under license.

Position Overview

This role is fully remote and available to candidates based in the UK, Ireland, Germany, or the Netherlands. GitLab seeks a motivated and strategic Business Development Representative (BDR) to expand our Sales team. The BDR will initiate contact with target accounts, collaborating closely with Sales, Customer Success, and Marketing teams, to introduce GitLab’s AI-powered DevSecOps platform and secure qualified meetings to build sales pipeline.

Key Responsibilities

• Conduct proactive outbound prospecting to create qualified sales opportunities within assigned regions.
• Generate both new client prospects and growth opportunities in current customer accounts.
• Engage in high-level discovery calls to assess client needs, qualify leads, and convert them into Sales Accepted Opportunities (SAOs).
• Achieve or surpass monthly and quarterly targets for BDR-driven SAOs through effective prospect conversion.
• Research and prioritize prospect accounts leveraging market and industry insights to tailor outreach strategies.
• Implement multi-channel outreach campaigns using phone, email, social media, and sales tools like Outreach to enhance engagement and conversions.
• Keep detailed records of prospecting efforts, pipeline status, and forecasts within Salesforce for transparency and tracking.
• Collaborate with marketing and sales teams to devise targeted campaigns and participate in regional events to generate leads.
• Continuously document and refine BDR processes in team handbooks and support mentoring for new hires to accelerate their onboarding.

Candidate Profile

• Strong phone communication skills with energetic and attentive listening and proficient written communication.
• Excellent at prioritizing tasks, managing large outreach volumes, and dutifully following through on prospecting activities.
• Demonstrated self-motivation and resilience, with the ability to independently drive initiatives through to completion despite challenges.
• Commitment to GitLab’s core values and the ability to work accordingly.
• Understanding of business processes, organizational roles, and structures.
• Familiarity with Salesforce, LinkedIn Sales Navigator, Outreach, or comparable sales engagement platforms.
• Proficient English language skills for communication within the company.
• Previous experience in technology sectors, sales development, marketing, or direct sales is advantageous but not mandatory.

About the Team

The Sales team at GitLab is rapidly growing and works collaboratively with marketing and customer success units. Our BDRs come from varied professional backgrounds. Extensive onboarding and technical training is provided to ensure deep understanding of DevOps and GitLab products. The role offers a fully remote work setup across multiple time zones with asynchronous collaboration via digital tools. Clear advancement paths exist toward Account Executive roles.

Additional Information

• GitLab supports its employees with comprehensive benefits covering health, financial wellness, and personal well-being.
• Flexible paid time off policy.
• Active Team Member Resource Groups fostering inclusion.
• Employee stock purchase plan and equity compensation opportunities.
• Dedicated funds for professional growth and development.
• Generous parental leave policies.

We encourage applications from candidates with diverse experience levels, including those who may not meet all qualifications. Our recruitment approach values merit and inclusivity, promoting equal opportunity regardless of personal attributes or backgrounds. Reasonable accommodations are available during the recruitment process.

GitLab adheres to equal employment opportunity principles and affirmative action policies, prohibiting discrimination or harassment on any legally protected grounds.