Business Development Representative

About GitLab

GitLab is a leading intelligent orchestration platform designed for DevSecOps that helps organizations boost developer productivity, enhance operational efficiency, 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 enables faster, more secure software delivery.

The company's culture embraces AI as a core productivity enhancer, with every team member encouraged to incorporate AI into their daily tasks to foster innovation and maximize impact. GitLab promotes a high-performance environment fueled by its core values and continuous knowledge sharing, offering employees opportunities to grow while collaborating with industry leaders to solve challenging problems.

Role Overview

This 100% remote role is open for candidates based in the United States and/or Canada. The Business Development Representative (BDR) will join GitLab’s expanding Sales team, focusing on initiating outreach to target accounts in collaboration with the Field and Digital Marketing, Sales, and Customer Success teams. The role involves using creative sales and marketing tactics to engage multiple buyer personas, introducing GitLab's AI-powered DevSecOps solutions. The BDR is accountable for generating qualified meetings and building pipeline for the sales organization.

Key Responsibilities

• Conduct targeted outbound prospecting to create qualified meetings and generate pipeline within assigned territories.
• Identify opportunities for new logos and growth within existing accounts.
• Engage in high-level discovery with prospects to assess needs, qualify leads, and create Sales Accepted Opportunities (SAOs).
• Consistently meet or surpass monthly and quarterly SAO targets by converting prospects into opportunities.
• Research and prioritize accounts using industry knowledge to identify stakeholders and devise personalized outreach strategies.
• Implement multi-channel outreach through calls, emails, and social touchpoints using tools like Outreach to drive engagement.
• Maintain accurate records of all sales activities and pipeline status in Salesforce, enabling transparent performance tracking and forecasting.
• Work closely with marketing and sales teams to develop targeted campaigns, call plans, and attend regional marketing events to generate leads.
• Document and refine BDR processes in collaboration with management and mentor new team members for rapid onboarding and success.

Qualifications and Experience

• Energetic and positive telephone communication skills paired with attentive listening and strong written communication abilities.
• Effective prioritization and time management skills to handle a high volume of outreach and reliably follow through on activities.
• Demonstrated initiative, persistence through setbacks, and capacity to drive projects to successful completion independently.
• A strong alignment with GitLab’s values and ways of working.
• Understanding of business processes, roles, and organizational structures.
• Experience using Salesforce, Sales Navigator, Outreach, or comparable prospecting and sales sequencing platforms.
• Proficiency in English required for clear communication across the company.
• Previous exposure to the technology sector or backgrounds in sales development, sales, or marketing are advantageous but not mandatory.

Additional Information

The role offers a comprehensive onboarding and training program to equip candidates with necessary DevOps and GitLab platform knowledge. GitLab’s remuneration for this role (applicable to US residents) ranges from $59,000 to $84,000 USD annually, exclusive of bonuses or equity incentives. Sales positions also qualify for incentive compensation, potentially doubling base salary earnings.

GitLab supports employees with benefits including health and wellness programs, flexible paid time off, team member resource groups, equity participation, development funding, and parental leave. The work environment is remote, collaborative across multiple time zones, and structured for asynchronous communication.

Equal Opportunity and Hiring Practices

GitLab is proud to be an equal opportunity employer, maintaining policies based strictly on merit without discrimination on any protected grounds. Candidates of differing experience levels are encouraged to apply, and accommodations are available throughout the recruitment process upon request.