Business Development Representative - MENA

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 cover MENA markets (including Saudi Arabia and the United Arab Emirates). 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 Enterprise and Mid Market 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 value. 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. - 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 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.io 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, and 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, and mentor new BDR hires to help them ramp quickly and navigate key accounts. - Leverage AI tools (such as GitLab Duo, Claude, or similar) to enhance prospecting research, personalize outreach at scale, and improve the efficiency of your daily workflows, actively contributing to GitLab's culture of AI adoption. What you’ll bring - Positive and energetic phone skills, excellent listening skills, strong writing skills - Meet or exceed daily, weekly, and monthly KPIs - Proven experience taking initiative 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 - Demonstrated persistence in pursuing goals, learning from setbacks, and continuously improving to achieve strong results - Passion about being a part of GitLab's journey - Proficiency in using Salesforce and LinkedIn Sales Navigator - Comfort using AI tools to support day-to-day work, whether for research, writing, or workflow automation, and a genuine curiosity to continuously explore how AI can improve your effectiveness as a BDR - Previous tech indu

Positive and energetic phone skills, excellent listening skills, strong writing skills; meet or exceed daily, weekly, and monthly KPIs; proven experience taking initiative and independently driving projects or activities through to successful outcomes; alignment with our values; knowledge of business processes, roles, and organizational structure; demonstrated persistence in pursuing goals and continuous improvement; comfort with using AI tools to support day-to-day work; proficiency in using Salesforce and LinkedIn Sales Navigator; previous tech industry experience or experience in sales development.

Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory. 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 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.io 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, and 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, and mentor new BDR hires to help them ramp quickly and navigate key accounts. Leverage AI tools (such as GitLab Duo, Claude, or similar) to enhance prospecting research, personalize outreach at scale, and improve the efficiency of your daily workflows, actively contributing to GitLab's culture of AI adoption.