Business Development Representative, GitLab
Department of Work
$59.4-84k
Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary
One DevOps platform
Be an early applicant
One DevOps platform
1001+ employees
Be an early applicant
$59.4-84k
Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary
1001+ employees
Company mission
To make it so that everyone can contribute. When everyone can contribute, users become contributors and we greatly increase the rate of innovation.
Role
Who you are
- 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
- Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement
What the job involves
- 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
- 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
Our take
GitLab is an open-source collaboration platform for developers. It enables teams to build code quickly from anywhere without compromising on security or quality. GitLab already has an estimated 30M+ users from all over the world.
According to a 2021 GitLab report, 60% of developers can release code 2x faster with DevOps platforms that bring teams together and accelerate processes. It stands out by catering to programmers of all experiences. Gitlab's version control system helps streamline the process of creating, maintaining, and deploying code, whoever you are.
GitLab was in the right place to capitalise on the recent trend toward rapid digital transformation and remote working. This trend is expected to grow, and with it, GitLab's popularity. With its successful 2021 IPO and the patronage of major brands such as Nasdaq and Jaguar Land Rover, GitLab is expected to solidify its position as the go-to platform for development teams.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
15% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Sep 2019
$268m
SERIES E
Dec 2018
$20m
SERIES D
Total funding: $435.1m
Company benefits
- We offer benefits to manage your health, wealth, and well-being regardless of location
- Flexibility in schedule to be there for life’s important moments
- Equity compensation & Employee Stock Purchase Plan offered
- Generous Paid Time Off
Company HQ
Financial District, San Francisco, CA
Leadership
Sid Sijbrandij
(CEO)Studied Physics at the University of Twente. Interned at P&G and IBM. Was Lead Architect at the Netherlands' Ministry of Justice from 2009 to 2012. Founded app store Comcoaster in 2008, and then co-founded GitLab in 2012.
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