Business Development Representative

About GitLab

GitLab is a powerful orchestration platform that integrates DevSecOps, enabling organizations to boost developer productivity, enhance operational efficiency, lower compliance and security risks, and speed up digital transformation processes. Trusted by over 50 million users and serving more than half of the Fortune 100 companies, GitLab is committed to accelerating software delivery with improved security and quality.

Our team embraces AI as a key productivity enhancer, weaving it into daily tasks to foster efficiency and innovation. At GitLab, career growth is encouraged in a culture of high performance and continuous learning, allowing every voice to be heard while collaborating on solving complex technological challenges.

Role Summary

This fully remote role is open to candidates based in the UK, Ireland, Germany, or the Netherlands. GitLab seeks a motivated and strategic Business Development Representative to join the expanding Sales team. You will initiate outreach to targeted accounts, collaborating closely with Field and Digital Marketing, Sales, and Customer Success teams. Your goal will be to employ innovative sales and marketing techniques to engage various buyer personas and introduce GitLab's AI-enhanced DevSecOps platform, building a qualified sales pipeline.

Key Responsibilities

• Conduct outbound prospecting efforts in your assigned region to generate qualified meetings and develop sales pipeline.
• Identify opportunities both from new clients and growth within existing customer accounts.
• Perform discovery calls to grasp business needs, qualify prospects, and create Sales Accepted Opportunities (SAOs).
• Meet or exceed monthly and quarterly targets for BDR-sourced SAOs by converting qualified leads into sales opportunities.
• Research and prioritize target companies using industry insight to find decision-makers and tailor outreach approaches.
• Perform multi-channel outreach (calls, emails, social media) using tools like Outreach to maximize engagement and conversion.
• Maintain accurate records of all prospecting activities and pipelines in Salesforce for transparent reporting and forecasting.
• Collaborate with marketing and sales teams to build targeted account lists, campaigns, and calling strategies, including participation in regional marketing events to generate leads.
• Contribute to and refine BDR procedures in the GitLab handbook, and mentor new team members to help them ramp up and manage key accounts effectively.

Candidate Profile

• Strong communication skills including enthusiastic phone presence, active listening, and clear writing.
• Ability to organize and prioritize tasks to handle a large volume of outreach while ensuring consistent follow-up.
• Demonstrated initiative, persistence through challenges, and independent project management skills.
• Committed to GitLab’s values and working practices.
• Understanding of business processes, organizational roles, and structures.
• Proficient using Salesforce, Sales Navigator, Outreach, or similar sales and prospecting platforms.
• Fluent in English for smooth communication within the company.
• Prior experience in technology sales, sales development, or marketing is advantageous but not mandatory.

Team Environment and Development

Joining GitLab’s Sales team means engaging with Field, Digital Marketing, Sales, and Customer Success units. The role is remote with collaboration across US time zones via asynchronous tools and video meetings. A structured onboarding and training program will provide the necessary DevOps knowledge, with clear advancement opportunities toward an Account Executive role.

Employee Benefits

• Comprehensive health, financial, and well-being benefits
• Flexible Paid Time Off policies
• Access to Team Member Resource Groups
• Equity incentives and Employee Stock Purchase Plan
• Funds for personal growth and development
• Parental leave

Diversity and Inclusion Statement

GitLab actively encourages applications from all candidates regardless of background, recognizing that many successful applicants may not meet every criterion listed. We are an equal opportunity employer committed to merit-based hiring and fostering an inclusive environment free from discrimination or harassment. Accommodations for disabilities or special needs during recruitment are available upon request.