Business Development Representative

About GitLab

GitLab is a leading orchestration platform for DevSecOps, trusted by over 50 million users and more than half of the Fortune 100 companies to enhance developer productivity, optimize operations, mitigate security and compliance risks, and drive digital transformation.

The company integrates AI deeply into its workflows, encouraging employees to harness AI tools daily to boost efficiency, innovation, and impact. GitLab fosters a high-performance, value-driven culture that promotes continuous learning and collaboration with industry experts to tackle complex challenges. It invites passionate professionals to co-create groundbreaking technology that transforms software development worldwide.

Role Overview

This fully remote Business Development Representative role is open to applicants based in Canada or the United States. The position focuses on initiating outreach to prospective accounts, collaborating closely with Field and Digital Marketing, Sales, and Customer Success teams to drive pipelines and qualified meetings.

Primary Responsibilities

• Conduct outbound prospecting efforts to secure qualified meetings and build sales pipelines within designated territories.
• Identify and develop new logo opportunities plus expansion possibilities within existing client accounts.
• Engage in detailed discovery conversations to assess business needs, qualify prospects, and generate Sales Accepted Opportunities (SAOs).
• Consistently achieve or surpass monthly and quarterly SAO targets by converting prospects into sales-ready opportunities.
• Research and prioritize accounts leveraging market and business insights to identify key decision-makers and tailor outreach strategies.
• Execute multi-channel outreach campaigns via calls, emails, social media, and other methods using tools like Outreach to optimize engagement and conversion.
• Maintain accurate tracking and reporting of prospecting activities and pipeline status in Salesforce to ensure transparent performance and forecasting.
• Collaborate extensively across marketing, sales, and customer success teams to create targeted campaigns and develop effective call strategies.
• Participate in regional marketing events to generate leads and foster qualified sales opportunities.
• Contribute to continuous improvement of BDR processes documented in the GitLab handbook and mentor new hires to accelerate their integration and success.

Required Qualifications and Skills

• Excellent telephone communication and active listening skills paired with strong writing abilities.
• Effective prioritization and management of high-volume outreach with a disciplined approach to follow-through.
• Demonstrated initiative, persistence in overcoming challenges, and capability to drive projects independently to completion.
• Alignment and behavioral adherence to GitLab’s core values.
• Understanding of business processes, organizational roles, and structures.
• Proficiency with Salesforce, LinkedIn Sales Navigator, Outreach, or similar prospecting and engagement software.
• Fluency in English required for clear and effective communication.
• Prior experience in technology sectors or in roles such as sales development, marketing, or sales is beneficial but not mandatory.

Additional Information

GitLab offers an extensive onboarding and training program, ensuring BDRs gain the necessary DevOps and product knowledge. The Sales organization operates fully remote, with collaboration via asynchronous tools, video calls, and shared documentation. This position provides a career progression route from BDR to Account Executive within GitLab.

Salary range for U.S.-based employees is $59,000 to $84,000 USD per year, excluding bonuses, equity, or benefits. Sales roles can earn incentive pay potentially matching the base salary.

GitLab supports employees through comprehensive benefits, flexible paid time off, employee resource groups, equity participation plans, growth and development funding, and parental leave.

GitLab is an inclusive workplace committed to equal opportunity and affirmative action, ensuring recruitment and advancement based solely on merit. Accommodations for disabilities or special needs are available upon request during recruitment.