Business Development Representative

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity,

improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million

registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier,

with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is

where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our

values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with

industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world

develops software.

• Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100

refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited

are not affiliated with, and do not endorse products or services of GitLab.

GitLab is looking for an enthusiastic and strategic Business Development Representative (BDR) to join our growing Sales team. As a

BDR at GitLab, you get the opportunity to lead the initial outreach to targeted accounts working in conjunction with the Field and

Digital Marketing teams as well as the Sales and Customer Success teams. In this role you'll leverage creative marketing and sales

tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab's AI-powered DevSecOps platform. You'll

be responsible for generating qualified meetings and pipeline for GitLab's Sales organization.

We have an extensive onboarding and training program at GitLab and you'll be provided with necessary DevOps and GitLab knowledge

to fulfill your role.

• 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.

• 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 our 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.
• Proficiency in English, our company language, is required for effective communication.
• Previous tech industry experience or experience in sales development, marketing, or sales is a plus.

As part of GitLab's growing Sales team, you will work closely with the Field and Digital Marketing teams, as well as the Sales and

Customer Success teams. Our BDRs come from diverse backgrounds, and we provide extensive onboarding and training so you have the

DevOps and GitLab knowledge you need to succeed. You'll partner with Account Executives, working fully remote and distributed

across multiple U.S. time zones, collaborating asynchronously through GitLab, video calls, and shared playbooks. This role

provides a clear path for advancing to an Account Executive position within GitLab.

• Benefits to support your health, finances, and well-being
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet

every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a

job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to

assess your application.

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some

roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about

location after starting the recruiting process.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices

relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit,

regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender

expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including

family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently

separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis

protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s

EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during

the recruiting process.