Business Development Representative - West

GitLab

10h•$74,200 - $84,000•Remote

About The Position

GitLab is seeking an enthusiastic and strategic Business Development Representative to join its growing Sales team. This fully remote role is open to candidates in the United States and Canada who reside in the Pacific Time Zone (PST/PDT). The representative leads initial outreach to targeted accounts, working with Field and Digital Marketing, Sales, and Customer Success teams to introduce GitLab’s AI-powered DevSecOps platform. The role focuses on generating qualified meetings and pipeline for the Sales organization, including new-logo and existing-customer growth opportunities. The representative conducts high-level discovery, qualifies prospects, and creates Sales Accepted Opportunities (SAOs), while meeting monthly and quarterly targets. They research accounts, execute multi-touch outreach, and accurately manage prospecting activity and pipeline in Salesforce. The role also involves collaboration on campaigns and account strategies, participation in regional marketing events, documenting and improving processes in the GitLab handbook, and mentoring new BDR hires. GitLab provides extensive onboarding and training in DevOps and its products. The team works remotely and asynchronously across multiple U.S. time zones, and the role offers a path toward an Account Executive position. Travel may be needed for events, trainings, team offsites, or customer meetings.

Requirements

Previous tech industry experience in an outbound sales development role is required.
Positive and energetic phone skills, excellent listening skills, and strong writing skills.
Ability to prioritize tasks, manage high-volume outreach, and consistently follow through on prospecting activities.
Demonstrated initiative, persistence through setbacks, and ability to independently drive projects or activities to successful outcomes.
Alignment with GitLab’s values and ability to work in accordance with them.
Knowledge of business processes, roles, and organizational structure.
Proficiency with Salesforce, Sales Navigator, and Outreach or similar prospecting and sequencing tools.
Ability to travel for events such as trainings, team offsites, and customer meetings.
Proficiency in English, GitLab’s company language.
Must reside in the Pacific Time Zone (PST/PDT) and be based in the United States or Canada.

Responsibilities

Execute outbound prospecting initiatives to generate qualified meetings and pipeline in an assigned territory.
Generate new-logo opportunities and growth opportunities on existing customer accounts.
Conduct high-level discovery conversations to understand business needs, qualify opportunities, and create Sales Accepted Opportunities (SAOs).
Meet or exceed monthly and quarterly BDR-sourced SAO targets, including Stage 1 and Stage 3 opportunities.
Research and prioritize target accounts, identify key players and compelling events, and develop tailored outreach strategies.
Execute multi-touch outreach cadences using calls, email, social media, and Outreach.
Manage, track, and accurately report prospecting activities and pipeline in Salesforce.
Collaborate with Field, Corporate, and Digital Marketing, Sales, and Customer Success teams on 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 Business Development Manager.
Mentor new BDR hires to support their ramp-up and help them navigate key accounts.