Business Development Representative

About GitLab and the Role

GitLab offers an intelligent orchestration platform designed for DevSecOps, enabling organizations to boost developer productivity, enhance operational efficiency, lower security and compliance risks, and expedite digital transformation. Trusted by over 50 million users and more than half of the Fortune 100 companies, GitLab emphasizes a values-driven and high-performance culture where AI is central to daily workflows, fostering innovation and impact.

Role Overview

This fully remote position is open for candidates based in the UK, Ireland, Germany, or the Netherlands. As a Business Development Representative (BDR) at GitLab, you will initiate outreach efforts targeting specific accounts while collaborating closely with Field, Digital Marketing, Sales, and Customer Success teams. Your primary responsibility will be to generate qualified meetings and pipeline opportunities for the Sales team by introducing GitLab's AI-powered DevSecOps solutions through creative marketing and sales approaches.

Responsibilities

• Conduct proactive outbound prospecting to create qualified meetings and sales pipeline within your assigned territory.
• Identify both new customer logo prospects and growth opportunities within existing accounts.
• Lead discovery discussions with target accounts to understand business needs, qualify opportunities, and produce Sales Accepted Opportunities (SAOs).
• Consistently achieve or surpass monthly and quarterly SAO targets by converting prospects into qualified leads.
• Research and prioritize accounts using industry insights to identify key stakeholders, relevant business events, and devise tailored outreach tactics.
• Implement multi-channel outreach campaigns including calls, emails, and social media using tools like Outreach to maximize engagement and conversion.
• Maintain thorough records of prospecting actions and pipeline data in Salesforce for performance tracking and forecasting.
• Collaborate with marketing and sales teams to develop targeted account lists, campaigns, and calling strategies; participate in regional marketing events to generate leads and qualified SAOs.
• Document and refine BDR processes in the company handbook and mentor new team members to support their onboarding and account management.

Qualifications and Skills

• Strong verbal communication skills with a positive and energetic phone presence; excellent listening and writing capabilities.
• Proven ability to prioritize tasks, manage extensive outreach activities, and consistently follow through on prospecting.
• Self-motivated with resilience to persist through challenges and independently drive initiatives to completion.
• Alignment with GitLab's core values and culture.
• Understanding of business operations, organizational structures, and role functions.
• Experience with Salesforce, Sales Navigator, Outreach, or similar sales prospecting and sequence management platforms.
• Fluency in English is essential for effective communication within the company.
• Previous tech industry exposure or experience in sales development, marketing, or direct sales is advantageous.

Team Environment and Advancement

BDRs at GitLab work collaboratively across Sales, Marketing, and Customer Success teams, all within a remote setup spread across multiple time zones. Comprehensive onboarding ensures you gain the necessary DevOps and GitLab product knowledge, with a clear progression path toward Account Executive roles.

Additional Information

• This opportunity is part of proactive talent pipeline development and may not be immediately open for hire.
• GitLab encourages candidates from various experience levels to apply, valuing diversity and inclusion.
• The company is committed to equal opportunity employment and provides workplace accommodations as needed.
• Benefits include health and financial support, flexible paid time off, resource groups, equity programs, growth funds, and parental leave.