Business Development / Sales Representative

GitLab is a platform for DevSecOps that helps organizations increase developer productivity and accelerate digital transformation. This fully remote Business Development Representative (BDR) role is based in the United States and/or Canada and focuses on generating qualified meetings and pipeline for GitLab’s Sales organization. Execute outbound prospecting initiatives to generate qualified meetings and pipeline in the assigned territory.

Conduct high‑level discovery conversations with target accounts to understand business needs, qualify opportunities, and create Sales Accepted Opportunities (SAOs). 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.) 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. Positive and energetic phone skills, excellent listening skills, and strong writing skills. 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.

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.

BDRs come from diverse backgrounds, and we provide extensive onboarding and training to give you the DevOps and GitLab knowledge you need to succeed. You will partner with Account Executives, work fully remote and distributed across multiple U.S. time zones, and collaborate asynchronously through GitLab, video calls, and shared playbooks. This role provides a clear path for advancing to an Account Executive position within GitLab.

Benefits include Flexible Paid Time Off, Team Member Resource Groups, Equity Compensation and Employee Stock Purchase Plan, Growth and Development Fund, and Parental Leave. Full‑time employees receive support for health, finances, and well‑being. 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, military discharge status, protected veteran status, 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. #