Business Development Representative - GitLab

About the Role

GitLab is looking for an enthusiastic and strategic Business Development Representative (BDR) to join our growing Sales team. This position is 100% remote and based in the UK, Ireland, Germany, France, or the Netherlands.

In this role, you will lead initial outreach to targeted accounts, collaborating closely with Field and Digital Marketing, Sales, and Customer Success teams. You will leverage creative sales and marketing tactics to engage multiple buyer personas and introduce GitLab's AI-powered DevSecOps platform, generating qualified meetings and pipeline for the sales organization.

What You’ll Do

• Execute outbound prospecting initiatives to generate qualified meetings and pipeline within your assigned territory.
• Generate New Logo opportunities and expansion/growth opportunities on existing 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 SAO targets by converting qualified prospects.
• Research and prioritize target accounts using business and industry knowledge to identify key stakeholders, compelling events, and tailored outreach strategies.
• Execute a multi-touch outreach cadence (phone, email, social, etc.) using Outreach to maximize engagement and conversion rates.
• Manage, track, and report all prospecting activities and pipeline accurately in Salesforce.
• Collaborate across Marketing, Sales, and Customer Success to build targeted account lists, campaigns, and call strategies; attend regional marketing events to drive pipeline.
• Document and continuously improve BDR processes in the GitLab handbook in partnership with your manager, and mentor new BDR hires.

What You’ll Bring

• Previous tech industry experience in an outbound sales development role is required.
• Strong phone presence, excellent listening skills, and clear written communication.
• Ability to prioritize tasks, manage high-volume outreach, and consistently follow through on prospecting activities.
• Proven track record of taking initiative, overcoming setbacks, and independently driving projects to successful outcomes.
• Knowledge of business processes, corporate roles, and organizational structures.
• Proficiency with Salesforce, LinkedIn Sales Navigator, and Outreach (or similar sequencing tools).
• Ability to travel occasionally for team offsites, trainings, or customer events.
• Professional fluency in English (GitLab's company language).

Benefits & Perks

• Comprehensive health, financial, and well-being benefits
• Flexible Paid Time Off (PTO)
• Equity compensation & Employee Stock Purchase Plan (ESPP)
• Growth and Development Fund
• Parental leave
• Team Member Resource Groups (TMRGs)