Business Development Representative - 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 Kingdom, Ireland, Germany, and/or Netherlands.

As a Business Development Representative (BDR) at GitLab, you will lead the initial outreach to targeted Enterprise and Mid Market accounts, working in conjunction with the Field and Digital Marketing teams as well as the Sales and Customer Success teams. You'll leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas to introduce GitLab's value and generate qualified meetings and pipeline.

What You'll Do

• Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory.
• 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 SAO targets 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.io 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, and 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, and 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, and strong writing skills.
• Ability to meet or exceed daily, weekly, and monthly KPIs.
• Proven experience taking initiative and independently driving projects or activities through to successful outcomes.
• Alignment with GitLab's core values and working in accordance with those values.
• Knowledge of business processes, roles, and organizational structures.
• Demonstrated persistence in pursuing goals, learning from setbacks, and continuously improving to achieve strong results.
• Passion about being a part of GitLab's journey.
• Proficiency in using Salesforce and LinkedIn Sales Navigator.
• Previous tech industry experience or experience in sales development, marketing, or sales is a plus.
• Proficiency in English, our company language, is required for effective communication.

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