Business Development Representative

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, 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 - 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. - Proficiency in English, our company language, is required for effective communication. - Previous tech industry experience or experience in sales development, marketing, or sales is a plus. 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

Positive and energetic phone skills; excellent listening and writing skills. Ability to prioritize tasks, manage a high volume of outreach, and consistently follow through on prospecting activities. Proven initiative, persistence through setbacks, and ability to drive projects independently. Alignment with company values. Knowledge of business processes, roles, and organizational structure. Proficiency in Salesforce, Salesforce (Sales Navigator is part of this context), and Outreach or similar prospecting tools. Proficiency in English. Previous tech industry experience or experience in sales development, marketing, or sales is a plus.

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 SAO targets by converting qualified prospects into opportunities. Research and prioritize target accounts to identify key players, uncover events, and develop tailored outreach strategies. Execute a multi-touch outreach cadence (call, email, social, etc.) to all prospects in your territory using Outreach to maximize engagement and conversion rates. Manage, track, and report all prospecting activities and pipeline in Salesforce. Collaborate with Field, Corporate, 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 SAOs. Document and continuously improve BDR processes in the GitLab handbook in partnership with the BDR Manager. Mentor new BDR hires to help them ramp quickly and navigate key accounts.