Business Development Representative

About GitLab

GitLab is a leading orchestration platform specializing in DevSecOps, designed to help organizations enhance developer productivity, increase operational efficiency, mitigate security and compliance risks, and accelerate their digital transformation initiatives. Trusted by over 50 million users globally and more than half of the Fortune 100 companies, GitLab supports faster, more secure software delivery. The company embraces AI as a critical productivity tool integrated into daily workflows to foster innovation and impact.

Role Overview

This 100% remote position is available for candidates based in the UK, Ireland, Germany, France, or the Netherlands. As a Business Development Representative (BDR) at GitLab, you will drive initial outreach efforts to targeted accounts, collaborating closely with Field, Digital Marketing, Sales, and Customer Success teams. Your main objective will be to cultivate qualified meetings and build the sales pipeline by promoting GitLab's AI-powered DevSecOps solutions to various buyer personas.

Responsibilities

• Initiate outbound prospecting campaigns aimed at generating qualified meetings and expanding the pipeline within your assigned region.
• Identify new logo opportunities and promote growth within established client accounts.
• Engage in discovery discussions to understand prospective clients' business needs, qualify leads, and advance Sales Accepted Opportunities (SAOs).
• Consistently meet or surpass monthly and quarterly goals related to BDR-sourced SAOs by effectively converting prospects into opportunities.
• Conduct comprehensive research on target accounts to identify key stakeholders and devise customized outreach strategies.
• Implement multi-channel engagement campaigns, including calls, emails, and social media using tools like Outreach to maximize interaction and conversion rates.
• Accurately document all prospecting activities and pipeline status in Salesforce for monitoring and forecasting purposes.
• Collaborate with marketing, sales, and customer success teams to develop targeted account lists, campaigns, and outreach plans. Participate in regional marketing events to generate leads and cultivate qualified sales opportunities.
• Contribute to the continuous improvement of BDR processes by documenting best practices in the GitLab handbook and supporting the onboarding and mentorship of new BDR team members.

Requirements

• Proven experience in outbound sales development within the technology sector.
• Strong verbal communication capabilities, including enthusiastic and effective phone skills, attentive listening, and excellent writing proficiency.
• Exceptional organizational skills prioritizing high-volume outreach activities while maintaining consistent follow-up.
• Demonstrated initiative, resilience through challenges, and the autonomous management of projects to successful completion.
• Alignment with GitLab’s core values and demonstrated integrity in work practices.
• Solid understanding of business processes, organizational roles, and company structures.
• Proficiency with CRM and sales enablement tools such as Salesforce, Sales Navigator, and Outreach or equivalent platforms.
• Willingness and ability to travel for trainings, team events, and customer meetings.
• Fluency in English for effective workplace communication.

About the Team and Career Progression

You will be part of GitLab’s expanding sales organization, working closely with diverse teams across multiple time zones. The role supports a collaborative remote work environment with asynchronous communication through GitLab tools, video conferences, and shared resources. This position offers a clear advancement track, including progression to an Account Executive role.

Additional Information

• GitLab supports full-time employees through comprehensive benefits focused on health, financial well-being, and work-life balance.
• Employees enjoy flexible paid time off and participate in team resource groups, equity compensation, employee stock purchase plans, growth and development funds, and parental leave.
• The company fosters equal opportunity employment and affirmative action policies, strictly prohibiting discrimination or harassment based on any protected characteristic.
• Applicants from all backgrounds are encouraged to apply; GitLab recognizes diverse experiences and does not require meeting every qualification for consideration.
• Work roles are remote globally, but some positions may have location-based eligibility criteria clarified during recruitment.