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Job description:
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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 based in Australia
(remote) either in Sydney or Melbourne
GitLab is looking for an enthusiastic
and strategic Business Development
Representative (BDR) to join our growing
Go To Market team. As a BDR at GitLab,
you will lead the initial outreach to
targeted Enterprise and Mid-Market
accounts in Australia, working in
conjunction with our Field and Digital
Marketing teams. In this role you will
leverage creative marketing and sales
tactics to prospect and engage with
multiple buyer personas and roles to
introduce GitLab's value
proposition. You will be responsible for
generating qualified meetings and
pipeline for GitLab's Sales
organization.
Don't have extensive knowledge about
GitLab yet? Don't worry! We have an
extensive onboarding and training
program at GitLab, and we will provide
you with the necessary DevOps and GitLab
knowledge to be successful in your role.
What you’ll do
Manage inbound lead flow and execute
outbound prospecting initiatives.
Conduct high-level discovery
conversations in target accounts.
Meet or exceed BDR sourced Sales
Accepted Opportunity (SAO) volume
targets.
Collaborate with and leverage teammates
to develop targeted lists, call
strategies, and messaging to drive
opportunities.
Use business and industry knowledge to
research accounts, identify key players,
generate interest, identify compelling
events, and develop accounts.
Execute a variety of touches (call,
email, social, etc.) on all leads in
your assigned territory using
Outreach.io.
Manage, track, and report on all
activities and results using Salesforce.
Participate in documenting all processes
in the GitLab handbook and update as
needed with your Sales Development
Manager.
Collaborate with Field and Corporate
Marketing to drive attendance at
regional marketing events.
Attend field marketing events to engage
with participants, identify
opportunities, and schedule meetings.
Act as a mentor for new BDR hires in
helping them navigate their key
accounts.
Collaborate with Digital Marketing to
develop targeted marketing tactics
against your assigned target accounts.
Share innovative ideas and collaborate
with the team to continuously refine BDR
strategies and drive measurable results.
What you’ll bring
Professional proficiency in English.
Proficiency in other Asian languages is
a plus.
Positive and energetic phone skills,
excellent listening skills, and strong
writing skills.
A self-starter with a track record of
successful, credible achievements.
Knowledge of business process, roles,
and organizational structure.
Experience in developing Enterprise and
Mid-Market business in Australia
Demonstrated persistence in meeting or
exceeding targets through consistent
follow-up, effective objection handling,
and continuous improvement.
Demonstrated interest in GitLab and the
DevOps space, such as staying current on
GitLab releases or industry trends.
Proficient in using Salesforce (incl.
Salesforce reporting) and LinkedIn.
Proficiency in other prospecting tools
(Zoominfo, Cognism, Outreach, 6Sense,
etc.) is a plus.
Previous tech industry experience;
experience in sales development,
marketing, and/or sales; and outbound
prospecting experience.
About the teamAs 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 AUNZ, collaborating
asynchronously through GitLab, video
calls, and shared playbooks. This role
provides a clear path for advancing to
an Account Executive position within
GitLab.How 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.
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