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.
The same principles built into our products are reflected in how our team works: we embrace AI
as a core productivity multiplier, with all team members expected to incorporate AI into their
daily workflows to drive efficiency, innovation, and impact. GitLab is where careers
accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is
driven by our values and continuous knowledge exchange, enabling our team members to reach
their full potential while collaborating with industry leaders to solve complex problems.
Co-create the future with us as we build technology that transforms how the world develops
software.
*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim
based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune
500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with,
and do not endorse products or services of GitLab.An overview of this role
This position is 100% remote and will be based in the UK, Ireland, Germany, France, and the
Netherlands.GitLab is looking for an enthusiastic and strategic Business Development
Representative (BDR) to join our growing Sales team. As a BDR at GitLab, you get the
opportunity to 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.
Our BDRs come from a diverse background. Many have worked in closing roles previously or
managed teams.
We have an extensive onboarding and training program at GitLab and you'll be provided with
necessary DevOps and GitLab knowledge to fulfill your role.
What you’ll do
Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your
assigned territory.
Generate New Logo opportunities and Growth opportunities on existing customer 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 Sales Accepted Opportunity (SAO) targets
(e.g., Stage 1 and Stage 3 opportunities) 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 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. 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. Mentor new BDR hires to help
them ramp quickly and navigate key accounts.
What you’ll bring
Previous tech industry experience in an outbound sales development role is required.
Positive and energetic phone skills, excellent listening skills, strong writing skills.
Ability to prioritize tasks, manage a high volume of outreach, and consistently follow through
on prospecting activities.
Proven experience taking initiative, persisting through setbacks, and independently driving
projects or activities through to successful outcomes.
Alignment with our values and working in accordance with those values.
Knowledge of business process, roles, and organizational structure.
Proficiency in using Salesforce, Sales Navigator, and Outreach or similar prospecting and
sequencing tools.
The ability to travel for events such as trainings, team offsites, customer meetings, etc.
Proficiency in English, our company language, is required for effective communication.
About the team
As part of GitLab's growing Sales team, you will work closely with the Field and Digital
Marketing teams, as well as the Sales and Customer Success teams. Our BDRs come from diverse
backgrounds, and we provide extensive onboarding and training so you have the DevOps and GitLab
knowledge you need to succeed. You'll partner with Account Executives, working fully remote
and distributed across multiple 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.
Remote-GlobalHow 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
Please note that we welcome interest from candidates with varying levels of experience; many
successful candidates do not meet every single requirement. Additionally, studies have shown
that people from underrepresented groups are less likely to apply to a job unless they meet
every single qualification. If you're excited about this role, please apply and allow our
recruiters to assess your application.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of
our roles are remote, however some roles may carry specific location-based eligibility
requirements. Our Talent Acquisition team can help answer any questions about location after
starting the recruiting process.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
GitLab is proud to be an equal opportunity workplace and is an affirmative action employer.
GitLab’s policies and practices relating to recruitment, employment, career development and
advancement, promotion, and retirement are based solely on merit, regardless of race, color,
religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity,
or gender expression), national origin, age, citizenship, marital status, mental or physical
disability, genetic information (including family medical history), discharge status from the
military, protected veteran status (which includes disabled veterans, recently separated
veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal
veterans), or any other basis protected by law. GitLab will not tolerate discrimination or
harassment based on any of these characteristics. See also GitLab’s EEO
Policy and EEO is the Law. If you have a disability or special need that
requires accommodation, please let us know during the recruiting process. |
