Business Development Representative - Nordics

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 UK, Ireland, Germany, or the Netherlands.

As a Business Development Representative (BDR) at GitLab, you will 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.

What You'll Do

• Outbound Prospecting: Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory.
• Opportunity Generation: Generate New Logo opportunities and Growth opportunities on existing customer accounts.
• Discovery & Qualification: Conduct high-level discovery conversations with target accounts to understand business needs, qualify opportunities, and create Sales Accepted Opportunities (SAOs).
• Target Achievement: Meet or exceed monthly and quarterly BDR-sourced SAO targets by consistently converting qualified prospects into opportunities.
• Account Research: Research and prioritize target accounts using business and industry knowledge to identify key players, uncover compelling events, and develop tailored outreach strategies.
• Multi-Touch Cadence: 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.
• Pipeline Management: Manage, track, and accurately report all prospecting activities and pipeline in Salesforce to provide clear visibility into performance and forecast.
• Cross-Functional Collaboration: 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 SAOs.
• Process Improvement: Document and continuously improve BDR 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

• Experience: Previous tech industry experience in an outbound sales development role is required.
• Communication Skills: Positive and energetic phone skills, excellent listening skills, and strong writing skills.
• Execution: Ability to prioritize tasks, manage a high volume of outreach, and consistently follow through on prospecting activities.
• Drive: Proven experience taking initiative, persisting through setbacks, and independently driving projects or activities through to successful outcomes.
• Values Alignment: Alignment with GitLab's core values and working in accordance with those values.
• Business Acumen: Knowledge of business processes, roles, and organizational structures.
• Tooling: Proficiency in using Salesforce, Sales Navigator, and Outreach (or similar prospecting and sequencing tools).
• Travel: The ability to travel for events such as trainings, team offsites, customer meetings, etc.
• Language: Proficiency in English (company language) is required for effective communication.

How GitLab Supports You

• 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