Business Development Representative - West

About the Role

GitLab is looking for an enthusiastic and strategic Business Development Representative (BDR) to join our Sales team. This position is 100% remote and based in the US or Canada.

As a BDR at GitLab, you will lead initial outbound outreach to targeted accounts, collaborating closely with Field and Digital Marketing, Sales, and Customer Success teams. You will leverage creative prospecting tactics across multiple buyer personas to introduce GitLab's AI-powered DevSecOps platform, generating qualified meetings and sales pipeline.

What You'll Do

• Execute outbound prospecting initiatives to generate qualified meetings and pipeline within your assigned territory.
• Generate New Logo opportunities and expansion opportunities across existing customer accounts.
• Conduct discovery conversations with target accounts to understand business needs, qualify opportunities, and generate Sales Accepted Opportunities (SAOs).
• Meet or exceed monthly and quarterly BDR-sourced SAO targets by consistently converting qualified prospects.
• Research and prioritize target accounts to identify key stakeholders, uncover compelling events, and develop tailored outreach strategies.
• Execute multi-touch outreach cadences (phone, email, social) using Outreach to maximize engagement and conversion.
• Manage, track, and accurately report all prospecting activities and pipeline in Salesforce.
• Partner with Marketing, Sales, and Customer Success teams on account lists, campaigns, and call strategies, attending regional marketing events to drive lead generation.
• Document and continuously improve BDR processes in the GitLab handbook, and mentor newer team members.

What You'll Bring

• Previous tech industry experience in an outbound sales development role is required.
• Strong phone presence, active listening skills, and clear written communication.
• Proven track record of prioritizing tasks, managing high-volume outreach, and maintaining consistency in prospecting activities.
• High degree of initiative, persistence, and ability to work autonomously.
• Alignment with GitLab's core values.
• Solid understanding of business processes, organizational structures, and key corporate roles.
• Proficiency in Salesforce, LinkedIn Sales Navigator, and Outreach (or similar prospecting/sequencing tools).
• Willingness and ability to travel for team offsites, trainings, and customer events.
• Professional working proficiency in English.

About the Team

You will partner with Account Executives across multiple U.S. time zones, working fully remote and collaborating asynchronously through GitLab, video calls, and shared playbooks. This role provides an established progression path toward an Account Executive position.