Business Development Representative (AMER- PubSec)

GitLab

4h•Remote

About The Position

GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC. 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. An overview of this role This position is 100% remote and will be based in the United States. As a Business Development Representative (BDR) focused on US public sector federal system integrators (FSI), you'll help GitLab grow its presence with the contractors that power much of the US government’s technology work. You'll own outbound prospecting and pipeline generation and build a strong understanding of the public sector landscape. In this role, you'll work closely with 3-4 Account Executives on a strategic, growth-focused book of FSI accounts. Together you'll identify key opportunities, expand relationships within existing customers, and bring new integrators into GitLab’s ecosystem. You'll join a high-performing, growing public sector BDR team with clear onboarding, additional US public sector training, and a strong track record of internal promotions. This gives you space to build a long-term career in public sector sales and make a visible impact in your first year. The public sector BDR team focuses on creating qualified pipeline and long-term opportunities within GitLab’s US federal business, and this BDR role is dedicated to our federal system integrator (FSI) segment. The team is a growing, high-performing group that currently includes 7 BDRs across sub-verticals like FSI, Department of Defense, civilian agencies, and state, local, and education, partnering closely with 3-4 Account Executives on strategic federal contractor accounts. The team works fully remotely and collaborates asynchronously across US regions, aligning to shared prospecting processes and public sector-specific enablement while leveraging GitLab’s established name recognition in government. Current priorities include deepening relationships and driving growth within key FSI accounts, supporting new logo acquisition through targeted prospecting, and building repeatable motions tailored to the unique needs and buying patterns of the federal contracting ecosystem.

Requirements

Proven experience operating as a Business Development Representative or in a similar role focused on outbound prospecting and pipeline generation
Experience prospecting into Department of Defense (DoD) and/or Federal Systems Integrators (FSI), like government contractors
Excitement for GitLab’s Public Sector mission
Ability to quickly learn new processes and tools that are critical to success as a BDR (Outreach, Zoominfo, Cognism, Salesforce, LinkedIn Sales Navigator, etc)
Positive and energetic phone skills, excellent listening skills, strong writing skills
Meet or exceed daily, weekly and monthly KPIs
A self-starter with a track record of successful, credible achievements
You share our values, and work in accordance with those values
Knowledge of business process, roles, and organizational structure
Determined personality with a desire to grow and win
Passionate about being a part of GitLab’s journey
Globally we require excellent written and spoken English which is our company language

Responsibilities

Drive high-volume prospecting into US public sector federal system integrator (FSI) accounts through a balanced mix of calls, emails, and LinkedIn outreach aligned with BDR AMER activity expectations.
Collaborate closely with 3-4 Account Executives to understand their territories, priorities, and account plans, turning that insight into targeted campaigns and qualified pipeline.
Grow and deepen engagement within strategic FSI accounts by identifying new stakeholders, mapping account structures, and uncovering new opportunities.
Qualify inbound and outbound interest in GitLab’s AI-powered DevSecOps platform, ensuring a strong fit and smooth handoff to sales partners.
Use GitLab’s sales tools and systems to track activities, maintain accurate account and contact data, and report on pipeline and performance trends.
Partner with public sector and enablement teams to apply specialized training on US public sector and FSI to your day-to-day prospecting strategy.
Contribute to continual improvement of outreach messaging, playbooks, and processes by sharing feedback from prospects and AEs with the wider BDR and public sector teams.