Business Development Representative, DoD - 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.

Role Overview

This position is 100% remote and will be based in the United States.

As a Business Development Representative (BDR) focused on the Department of War (DoW) / Department of Defense (DoD), you'll help GitLab grow its presence across the military. You'll own outbound prospecting and pipeline generation while building a strong understanding of the DoW landscape and the technology priorities driving investment across the enterprise. In this role, you'll work closely with 3–4 Account Executives on a strategic, growth-focused book of DoW accounts. Together you'll identify key opportunities, expand relationships within existing customers, and bring new programs and partners into GitLab's ecosystem.

What You'll Do

• Drive high-volume prospecting into DoW accounts through a balanced mix of calls, emails, and LinkedIn.
• Collaborate closely with Account Executives to understand their territories, priorities, and account plans, turning that insight into targeted campaigns and qualified pipeline.
• Qualify inbound and outbound interest in GitLab's AI-powered DevSecOps platform, ensuring strong fit and smooth handoff to sales partners.
• Use GitLab's sales tools and systems to track activities, maintain accurate account and contact data, and report on pipeline and performance trends.
• Partner with public sector and enablement teams to apply specialized DoW training to your day-to-day prospecting strategy.
• Contribute to continual improvement of outreach messaging, playbooks, and processes by sharing feedback from prospects and AEs with the wider BDR and public sector teams.

What You'll Bring

• Proven experience as a Business Development Representative or in a similar role focused on outbound prospecting and pipeline generation.
• Experience prospecting into DoD or federal accounts.
• Excitement for GitLab's Public Sector mission and an understanding of the technology challenges facing the DoW.
• Ability to quickly learn new processes and tools critical to BDR success (Outreach, Zoominfo, Cognism, Salesforce, LinkedIn Sales Navigator, etc.).
• Positive and energetic phone skills, excellent listening skills, and strong written communication.
• Consistent track record of meeting or exceeding daily, weekly, and monthly KPIs.
• A self-starter with credible, documented achievements in a pipeline-focused role.
• Alignment with GitLab's core values and working in accordance with them.
• Knowledge of business processes, organizational structure, and how decisions get made in large federal or defense organizations.
• Determined personality with a desire to grow and win in a complex, long-cycle sales environment.
• Excellent written and spoken English.

About the Team

The Public Sector BDR team focuses on creating qualified pipeline and long-term opportunities within GitLab's US Federal business. The team is a growing, high-performing group that includes BDRs across sub-verticals spanning the Department of the Air Force, Department of Defense, civilian agencies, FSI, and State, Local, and Education. The team works fully remotely and collaborates asynchronously across US regions, aligning to shared prospecting processes and public sector-specific enablement while leveraging GitLab's established name recognition across the defense community.

Benefits & Compensation

• Base Salary Range: $59,360 — $84,000 USD (Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary).
• Flexible Paid Time Off
• Equity Compensation & Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave
• Comprehensive benefits to support your health, finances, and well-being