Business Development Representative, DoW

GitLab

22h•Remote

About The Position

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. As a Business Development Representative (BDR) focused on the Department of War (DoW), you'll help GitLab grow its presence across the military. You'll own outbound prospecting and pipeline generation while building a strong understanding of the DoW landscape and the technology priorities driving investment across the enterprise. In this role, you'll work closely with 3–4 Account Executives on a strategic, growth-focused book of DoW accounts. Together you'll identify key opportunities, expand relationships within existing customers, and bring new programs and partners into GitLab's ecosystem. You'll join a high-performing, growing public sector BDR team with clear onboarding, dedicated DoW-specific training, and a strong track record of internal promotions — giving you space to build a long-term career in federal sales and make a visible impact in your first year.

Requirements

Proven experience as a Business Development Representative or in a similar role focused on outbound prospecting and pipeline generation
Experience prospecting into DoD or federal accounts
Excitement for GitLab's Public Sector mission and an understanding of the technology challenges facing the DoW
Ability to quickly learn new processes and tools critical to BDR success (Outreach, Zoominfo, Cognism, Salesforce, LinkedIn Sales Navigator, etc.)
Positive and energetic phone skills, excellent listening skills, and strong written communication
Consistent track record of meeting or exceeding daily, weekly, and monthly KPIs
A self-starter with credible, documented achievements in a pipeline-focused role
You share our values and work in accordance with those values
Knowledge of business processes, organizational structure, and how decisions get made in large federal or defense organizations
Determined personality with a desire to grow and win in a complex, long-cycle sales environment
Passionate about being part of GitLab's journey
Excellent written and spoken English, our company language

Responsibilities

Drive high-volume prospecting into DoW accounts through a balanced mix of calls, emails, and LinkedIn.
Collaborate closely with Account Executives to understand their territories, priorities, and account plans, turning that insight into targeted campaigns and qualified pipeline.
Qualify inbound and outbound interest in GitLab's AI-powered DevSecOps platform, ensuring 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 DoW training 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.