GitLab is looking for an enthusiastic and strategic Business Development Representative - US State/Local & EDU (SLED) to join our growing Business Development team. In this 100% remote role based in the Pacific Time Zone, you will lead initial outbound outreach to targeted US SLED accounts in conjunction with Field and Digital Marketing teams.
You will leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas, introducing GitLab’s value and generating qualified pipeline for GitLab's Sales organization.
What You'll Do
- Conduct outbound prospecting initiatives in collaboration with SLED sales counterparts and manage inbound lead flow.
- Hold high-level discovery conversations with target accounts.
- Meet or exceed BDR-sourced First Order, Stage 1, and Stage 3 pipeline targets.
- Collaborate with teammates to develop targeted lists, call strategies, and messaging to drive opportunities.
- Research accounts, identify key players, generate interest, create/identify compelling events, and develop accounts.
- Maintain multi-channel contact touchpoints (calls, emails, social) across your assigned territory.
- Manage, track, and report all activities and results using Salesforce.
- Document and update processes in the GitLab handbook.
- Partner with Field and Corporate Marketing to drive attendance at regional events and engage participants.
What You'll Bring
- Experience prospecting into State/Local Agencies as well as the EDU sector.
- Previous tech industry experience in an outbound sales development role.
- Strong outbound skills across phone, email, and social, paired with active listening and clear written communication.
- Ability to meet or exceed daily, weekly, and monthly KPIs.
- Proficiency with modern BDR tools (Outreach, ZoomInfo, Cognism, Salesforce, LinkedIn Sales Navigator, etc.).
- Willingness to travel occasionally for events, offsites, or customer meetings.
- Alignment with GitLab's core values and high-performance culture.
About the Team
Our BDRs come from diverse backgrounds. We provide an extensive onboarding and training program covering DevOps and GitLab knowledge. You'll partner with Account Executives across U.S. time zones, collaborating asynchronously through GitLab, video calls, and shared playbooks. This role provides a clear path for advancing to an Account Executive position within GitLab.
Benefits & Compensation
- Base Salary Range: $74,200 — $84,000 USD (plus up to 100% target incentive pay)
- Health, financial, and well-being benefits
- Flexible Paid Time Off
- Equity compensation & Employee Stock Purchase Plan (ESPP)
- Growth and Development Fund
- Paid Parental Leave
Timezone overlap
UTC-8–-7
Culture
Async-friendly
Benefits
Health, PTO, Unlimited PTO, Equity, ESPP, Learning, Parental leave, Commission, Wellness
Open to
US
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