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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 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.
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