Global Sales Development Operations Senior Associate

Gitlab

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. An overview of this role   This position is 100% remote and will be based in the UK, Ireland, Germany, the Netherlands. As a Senior Manager of Business Development, you will hire, onboard, and mentor Business Development Representatives (BDRs) in your region, ensuring their success at GitLab. You'll partner closely with the sales team, and ultimately drive pipeline and results. In this role, you will report to the Director, Business Development (EMEA). What you’ll do * Train other members of the BDR Team to identify, contact, and create qualified opportunities. * Ensure BDR Team members improve performance and abilities over time by providing coaching and feedback in recurring weekly 1:1s * Plan for hiring and onboarding new BDRs. * Work closely with the Events and Digital teams on Field events and targeted ad and nurture campaigns. * Work closely with Sales and other members of the Sales Development Leadership team to improve opportunity management and qualification processes * Work closely with Sales, Senior SDR Manager/Director, as well as the Regional Sales Directors to identify key company accounts to develop. * Work in collaboration with Content, Marketing Program Managers, and Product Marketing to develop effective messaging for outbound communications to your team’s assigned accounts. What you’ll bring * Excellent spoken and written English * Two+ years of Business Development Management experience * Experience in sales, marketing, or customer service for a technical product - leadership experience is highly preferred. * Experience with CRM software (Salesforce preferred) * Experience in sales operations and/or marketing automation software preferred * Understanding of B2B software, Open Source software, and the developer product space is preferred * Passionate about technology and learning more about GitLab * Be ready to learn how to use GitLab and Git * You share our values, and work in accordance with those values. * Leadership at GitLab   Remote-Global HOW GITLAB SUPPORTS FULL-TIME EMPLOYEES * 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.   Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. 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.

Phenogy

At PHENOGY, we’re pioneering sodium-ion battery energy storage solutions that redefine the world of resilient, sustainable power systems. Now is the time to join a dedicated team that’s shaping the future of energy from the ground up. Backed by committed investors and enabled by a truly holistic approach, PHENOGY has expanded from Europe into North America, with U.S. headquarters in Columbia, South Carolina. Here, you’ll have the opportunity to make an impact on the world today with future technology — supporting decentralized energy systems, strengthening critical infrastructure, and helping expand access to reliable power. At PHENOGY, your work will help write the next chapter in energy supply. If you’re ready to grow with a fast-moving team, work on technology that matters, and help build more resilient energy systems, this is your moment to make a difference. We energize the future. ----------------------------------------------------------------------------------------------------------------------------------   Build the Market. Shape What Comes Next. PHENOGY is commercializing next-generation sodium-ion battery energy storage systems (BESS) for grid, commercial, and behind-the-meter applications in the U.S. market. As we scale our presence, partnerships are core to market entry, credibility, and bankability. Sodium-ion technology will scale through ecosystems, not standalone products. This role exists to ensure our technology is embedded in credible delivery, service, and supply networks that unlock rapid deployment, reduce risk, and create long-term off-take and financial resiliency. The Role We are seeking a Strategic Partnerships Lead to build and scale long-term, value-creating relationships across the energy storage ecosystem as we commercialize sodium-ion technology. This role will be responsible for structuring and managing strategic collaborations with established, market-credible developers; ESCOs and system integrators; service and maintenance partners; and, where strategically justified, enabling vertical integration with key suppliers. The position sits at the intersection of commercial strategy, market access, and operational scale-up, with a mandate to convert partnerships into repeatable deployment pathways, bankable projects, and durable competitive advantage. You will build scalable strategic partnerships that accelerate market entry, enable efficient deployment, and support sustainable revenue growth. This position serves to anchor the company within credible, bankable ecosystems that reduce customer and investor risk while securing long-term access to critical capabilities, channels, and supply inputs. Additionally, it will ensure partnerships evolve with company growth—from early pilots to large-scale deployments—and are continuously assessed for performance, alignment, and strategic value. What You'll Do  Strategic Partnership Development * Identify, prioritize, and engage established developers, ESCOs, integrators, and service providers with proven market credibility * Structure long-term partnership models (commercial, technical, and operational) that support repeatable project deployment * Lead negotiations on MOUs, JV structures, preferred supplier agreements, and strategic alliances Ecosystem & Go-to-Market Enablement * Collaborate with major ESCOs and integrators and ecosystem partners to leverage their existing sales channels and deployment * Support partners in positioning sodium-ion BESS as a bankable, safer alternative to lithium-ion. * Work closely with Sales Engineering and Product teams to translate customer requirements into scalable solutions.  Service, O&M, and Lifecycle Strategy * Establish relationships with service and maintenance companies to support long-term asset performance, uptime, and warranties * Ensure partnerships support full-lifecycle solutions, not just initial deployment  Vertical Integration & Supplier Strategy * Where strategically appropriate, evaluate and execute deeper integration with key suppliers (materials, components, manufacturing, or logistics) * Assess build / partner / acquire pathways to secure cost, quality, and supply resilience advantages Profile & Mindset * Experience building complex, long-term partnerships in energy, infrastructure, storage, or industrial scale-ups * Comfortable operating across commercial, technical, and operational domains * Strong negotiation skills with an instinct for durable, aligned incentives rather than transactional deals * Strategic thinker who can translate high-level vision into executable structures * Credible counterpart to senior leaders at developers, integrators, and industrial partners Experience * 8+ years of sales, business development, or channel experience in energy storage, batteries, renewable energy, or adjacent technical B2B sectors * Bachelor’s degree in Business, Engineering (Electrical/Mechanical/Industrial), Renewable Energy, or related fields * Demonstrated success working with EPCs, integrators, OEMs, and project developers. * Strong commercial acumen, with the ability to structure deals, understand pricing models, and support partner-led bids and contracts. * Experience discussing project finance concepts (e.g., IRR, NPV, offtake agreements, leasing models) with partners and customers. * The ability to build strategic, long-term business plans that align corporate strategy with partner execution. * Strong understanding of BESS commercialization and project finance drivers. * Ability to operate in a high-growth, entrepreneurial environment. * Excellent communication, negotiation, and presentation skills, with comfort engaging C-suite executives and senior stakeholders. * Demonstrated collaboration across internal teams (engineering, product, legal, finance) to support partner success and deal closure. * Problem-solving, strategic thinking, and adaptability — the ability to navigate high-growth, evolving product and market definitions. Preferred Qualifications  * Master’s/MBA preferred Compensation Base Salary  $140,000–$170,000 Incentives: * Performance-based bonus tied to customer acquisition, pipeline quality, and market traction * Long-term equity participation aligned with company growth and value creation At PHENOGY, we’re guided by three core principles—Purpose, People, and Progress. We build energy systems that matter (Purpose), work in a culture grounded in trust, respect, and global collaboration (People), and move proven sodium-ion technology from innovation to real-world deployment as we scale in the U.S. (Progress). What you’ll do and gain: * Make an impact where it matters. Work on next-generation sodium-ion energy storage solutions at an investor-backed company building resilient, sustainable power systems. * Help build PHENOGY in the U.S. Join a fast-growing team expanding from Europe into North America, with real ownership and influence from day one. * Collaborate globally, move fast. Partner with an experienced, primarily Europe-based team in a culture rooted in trust, respect, and technical excellence. * Support the energy transition. Contribute to decentralized energy systems, stronger infrastructure, and broader access to reliable power. * Be rewarded and supported. Competitive benefits including strong health coverage, a 401(k) with generous company contributions, generous PTO, sick time, and paid holidays. PHENOGY Inc. is an Equal Opportunity Employer. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

Gitlab

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. AN OVERVIEW OF THIS ROLE This position is 100% remote and will be based in the UK, Ireland, Germany, the Netherlands. 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. Our BDRs come from a diverse background. Many have worked in closing roles previously or managed teams. 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. 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 BRING * 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. ABOUT THE TEAM 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.   Remote-Global HOW GITLAB SUPPORTS FULL-TIME EMPLOYEES * 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.   Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. 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.