Business Development Representative - West

GitLab

1d•Remote

About The Position

GitLab is seeking an enthusiastic and strategic Business Development Representative (BDR) to join its Sales team. This 100% remote role, based in the US and Canada, offers the opportunity to lead initial outreach to targeted accounts in collaboration with Field and Digital Marketing, Sales, and Customer Success teams. The BDR will utilize creative marketing and sales tactics to prospect and engage with various buyer personas, introducing GitLab's AI-powered DevSecOps platform and generating qualified meetings and pipeline for the Sales organization. The company provides extensive onboarding and training, including necessary DevOps and GitLab knowledge. Many BDRs have prior closing experience or management backgrounds.

Requirements

Previous tech industry experience in an outbound sales development role is required.
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.
The ability to travel for events such as trainings, team offsites, customer meetings, etc.
Proficiency in English, our company language, is required for effective communication.

Responsibilities

Execute outbound prospecting initiatives to generate qualified meetings and pipeline in 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 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 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 the Business Development Manager.
Mentor new BDR hires to help them ramp quickly and navigate key accounts.