Business Development Representative

GitLab; United States; Remote; USD 49,980 - 70,000; Full time

Job summary

A leading software development platform is seeking a Business Development Representative (BDR) to support their Sales team remotely. This role involves generating qualified meetings and opportunities through creative outreach strategies. Ideal candidates will have strong phone and writing skills, experience with Salesforce, and the ability to engage with various buyer personas. The position promises opportunities for growth and collaboration across multiple teams, along with a competitive salary range of $49,980—$70,000 USD.

Qualifications

• Experience in sales development, marketing, or sales is a plus.
• Ability to manage a high volume of outreach.
• Strong initiative and persistence in face of setbacks.

Responsibilities

• Execute outbound prospecting initiatives in assigned territory.
• Conduct discovery conversations to qualify opportunities.
• Meet monthly BDR-sourced Sales Accepted Opportunity targets.
• Research and prioritize target accounts.
• Track all prospecting activities in Salesforce.
• Collaborate with marketing and sales teams.
• Mentor new BDR hires to ramp quickly.

Skills

Positive and energetic phone skills

Excellent listening skills

Strong writing skills

Proficiency in using Salesforce

Ability to prioritize tasks

Knowledge of business process and roles

Previous tech industry experience

Proficiency in English

Tools

Salesforce

Sales Navigator

Outreach

Job description

An overview of this role

This position is 100% remote and will be based in the United States or Canada.

GitLab is looking for an enthusiastic and strategic Business Development Representative (BDR) to join our growing Sales team. This is a 100% remote role supporting our Commercial East (CMRL East) territory across the US East Coast. As a BDR at GitLab, you get the opportunity to lead the initial outreach to targeted Commercial accounts working in conjunction with the Field and Digital Marketing teams as well as the Sales and Customer Success teams. In this role you'll leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab's AI-powered DevSecOps platform. You'll be responsible for generating qualified meetings and pipeline for GitLab's Sales organization.

Our BDRs come from a diverse background. Many have worked in closing roles previously or managed teams.

We have an extensive onboarding and training program at GitLab and you'll be provided with necessary DevOps and GitLab knowledge to fulfill your role.

What you’ll do

• Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your 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 (e.g., Stage 1 and Stage 3 opportunities) 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 your 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 your Business Development Manager. Mentor new BDR hires to help them ramp quickly and navigate key accounts.

What you’ll bring

• 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.

• Proficiency in English, our company language, is required for effective communication.

• Previous tech industry experience or experience in sales development, marketing, or sales is a plus.

About the team

As part of GitLab's growing Sales team, you will work closely with the Field and Digital Marketing teams, as well as the Sales and Customer Success teams. Our BDRs come from diverse backgrounds, and we provide extensive onboarding and training so you have the DevOps and GitLab knowledge you need to succeed. You'll partner with Account Executives across a Northeast-focused territory, working fully remote and distributed across multiple U.S. time zones, collaborating asynchronously through GitLab, video calls, and shared playbooks. This role provides a clear path for advancing to an Account Executive position within GitLab.

Remote-Global

The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data,and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

United States Salary Range

$49,980—$70,000 USD