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Job description
About GitLab
GitLab is a sophisticated orchestration platform focused on DevSecOps, empowering enterprises to enhance developer productivity, boost operational efficiency, minimize security and compliance risks, and speed up digital transformation processes. Trusted by over 50 million registered users and half of the Fortune 100 companies, GitLab delivers secure and efficient software deployment.
The company embraces AI integration as a fundamental component of its workflow, expecting team members to utilize AI daily to drive impact and innovation. GitLab cultivates a high-performance culture rooted in its core values and continuous knowledge sharing, fostering collaboration among industry leaders to tackle complex challenges. Join GitLab to co-create transformative technology that revolutionizes software development globally.
Note: Fortune 500® is a registered trademark of Fortune Media IP Limited. The Fortune 100 refers to the top 20% companies of the 2025 Fortune 500 list, published in June 2025. These entities are not associated with or endorsing GitLab.
Role Overview
This is a future opportunity based in the UK, Ireland, Germany, or the Netherlands, offering 100% remote working. GitLab is building a talent pipeline for exceptional professionals to join the Sales team as Business Development Representatives (BDRs). In this role, you will spearhead initial outreach to targeted accounts coordinating with Field, Digital Marketing, Sales, and Customer Success teams. Your efforts will focus on creative prospecting strategies to connect with multiple buyer personas and introduce GitLab's AI-driven DevSecOps platform, generating qualified meetings and building pipeline for sales.
The team welcomes individuals with diverse backgrounds, including those with experience in closing roles or managing teams. Extensive onboarding and training on DevOps and GitLab products are provided.
Key Responsibilities
- Initiate outbound prospecting campaigns targeting assigned territories to generate valid pipeline and meetings.
- Identify new logo acquisition opportunities as well as expansion prospects in existing accounts.
- Engage in high-level discovery discussions to uncover client needs, qualify opportunities, and create Sales Accepted Opportunities (SAOs).
- Consistently achieve or surpass monthly and quarterly SAO targets by converting prospects into opportunities.
- Use business insights to prioritize and research target accounts, identifying key stakeholders and crafting customized outreach approaches.
- Implement multi-channel outreach sequences (calls, emails, social media) leveraging Outreach or similar tools to maximize engagement and conversion.
- Accurately log and monitor all prospecting activities and pipeline data within Salesforce for transparent performance tracking and sales forecasting.
- Collaborate cross-functionally with marketing, sales, and customer success teams to develop targeted campaigns and account strategies, and participate in regional marketing events to generate leads.
- Document and refine BDR procedures in the company handbook in partnership with management and mentor new BDR team members to accelerate their ramp-up and account navigation.
Qualifications and Skills
- Excellent verbal communication skills with a positive, energetic phone presence, strong active listening, and proficient writing ability.
- Exceptional organizational skills with the ability to manage priorities, handle high outreach volumes, and reliably follow through on activities.
- Self-driven attitude demonstrating persistence through challenges and successful independent project completion.
- Alignment with GitLab’s values and commitment to operate accordingly.
- Understanding of business processes, organizational roles, and structure.
- Experience with Salesforce, LinkedIn Sales Navigator, Outreach, or comparable sales prospecting and sequencing tools.
- Fluency in English as the primary language for communication.
- Previous exposure to the technology sector or experience in sales development, marketing, or sales functions is advantageous.
Team Environment
BDRs at GitLab collaborate closely with Field, Digital Marketing, Sales, and Customer Success teams. This fully remote role spans multiple time zones within the U.S., leveraging asynchronous communication methods such as GitLab, video conferences, and shared documentation. The role features opportunities for career growth toward Account Executive positions.
Employee Benefits
- Health, financial, and wellness benefits.
- Flexible paid time off policies.
- Employee resource groups for community and support.
- Equity options and stock purchase plans.
- Professional development funding.
- Parental leave provisions.
Additional Information
GitLab encourages applications from candidates with a range of experience levels, acknowledging that not all must meet every qualification. The company is committed to equal opportunities and affirmative action, fostering a non-discriminatory work environment regardless of race, gender, age, disability, veteran status, or any legally protected characteristics. Reasonable accommodations can be made for disabilities or special needs during recruitment.