Business Development Representative

Overview

GitLab is seeking a Business Development Representative (BDR) to lead initial outreach to targeted accounts and generate qualified meetings and pipeline for the Sales organization, introducing GitLab's AI-powered DevSecOps platform.

What you'll do

• Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory.
• Generate New Logo opportunities and Growth opportunities on existing customer accounts.
• Conduct high-level discovery conversations with target accounts to understand business needs, qualify opportunities, and create Sales Accepted Opportunities (SAOs).
• Meet or exceed monthly and quarterly BDR-sourced Sales Accepted Opportunity (SAO) targets (e.g., Stage 1 and Stage 3 opportunities) by consistently converting qualified prospects into opportunities.
• Research and prioritize target accounts using business and industry knowledge to identify key players, uncover compelling events, and develop tailored outreach strategies.
• Execute a multi-touch outreach cadence (call, email, social, etc.) to all prospects in your assigned territory using Outreach to maximize engagement and conversion rates.
• Manage, track, and accurately report all prospecting activities and pipeline in Salesforce to provide clear visibility into performance and forecast.
• Collaborate with Field, Corporate, and Digital Marketing, Sales, and Customer Success teams to build targeted account lists, campaigns, and call strategies.
• Attend regional marketing events to engage participants, generate leads, and drive qualified Sales Accepted Opportunities (SAOs).
• Document and continuously improve Business Development Representative processes in the GitLab handbook in partnership with your Business Development Manager.
• Mentor new BDR hires to help them ramp quickly and navigate key accounts.

What you'll need

• Previous tech industry experience in an outbound sales development role.
• Positive and energetic phone skills, excellent listening skills, strong writing skills.
• Ability to prioritize tasks, manage a high volume of outreach, and consistently follow through on prospecting activities.
• Proven experience taking initiative, persisting through setbacks, and independently driving projects or activities through to successful outcomes.
• Alignment with GitLab's values and working in accordance with those values.
• Knowledge of business process, roles, and organizational structure.
• Proficiency in using Salesforce, Sales Navigator, and Outreach or similar prospecting and sequencing tools.
• The ability to travel for events such as trainings, team offsites, customer meetings, etc.
• Proficiency in English, the company language, is required for effective communication.

Details

• 100% remote, based in the US and Canada.
• Team members work fully remote and distributed across multiple U.S. time zones, collaborating asynchronously through GitLab, video calls, and shared playbooks.
• Works closely with Account Executives.