Sales Development Representative

GitLab; United States; Remote; USD 55,000 - 100,000; Full time

Job summary

GitLab is seeking a proactive Sales Development Representative to join our Revenue Marketing team. This 100% remote role will base in the United States and/or Canada, driving initial outreach to targeted accounts and creating qualified meetings for the Sales organization.

You will lead discovery calls, collaborate on lists and messaging, and use Salesforce and Outreach.io to manage activities and results. A strong onboarding program and promotion path are available across the outbound track.

Qualifications

• Positive and energetic phone skills with excellent listening ability.
• Self-starter who can drive credible achievements and grow professionally.
• Aligns with company values and business processes.
• Demonstrates determination, growth mindset, and willingness to learn.
• Excellent written and spoken English across global teams.

Responsibilities

• Manage inbound lead flow and conduct high-level discovery in target accounts.
• Meet or exceed SAO targets and collaborate on outreach strategies.
• Research accounts and key players to generate opportunities and pipeline.
• Maintain multi-touch outreach via call, email, social channels using Outreach.io.
• Track activity in Salesforce and document processes in GitLab handbook.
• Mentor new SDR hires and support team onboarding and development.

Skills

Strong communication skills

Self-starter with initiative

Excellent written communication

Growth mindset and drive

English proficiency

Tools

Salesforce

Outreach.io

Job description

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. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.

The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our valuesand continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.

*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.

This is a future opportunity that may not be immediately available, but we're proactively building our pipeline of exceptional talent. At GitLab, we believe in connecting with outstanding professionals before we have an urgent need, allowing us to move quickly when the right moment arises. If you are excited about co-creating the future as we're building the most comprehensive AI-powered DevSecOps platform, we want to hear from you. We'll keep your information on file and reach out when a position becomes available that matches your skills and interests.
An overview of this role:

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

GitLab is looking for an enthusiastic and strategic Sales Development Representative (SDR), to join our growing Revenue Marketing team. As a SDR at GitLab, you get the opportunity to lead the initial outreach to targeted accounts working in conjunction with the Field and Digital Marketing teams. In this role you will leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab’s value. You will be responsible for generating qualified meetings and pipeline for GitLab's Sales organization.

Don’t have a ton of knowledge about GitLab yet? Don’t worry. We have an extensive onboarding and training program at GitLab and you will be provided with necessary DevOps and GitLab knowledge to fulfill your role.

What you'll do:

• Effectively manage inbound lead flow
• Conduct high-level discovery conversations in target accounts
• Meet or exceed SDR sourced Sales Accepted Opportunity (SAO) volume targets
• Collaborate with and leverage teammates to develop targeted lists, call strategies, and messaging to drive opportunities
• Utilize business and industry knowledge to research accounts, identify key players, generate interest, create/identify compelling events, and develop accounts
• Work to have a variety of touches (call, email, social, etc.) on all leads in your assigned territory using Outreach.io
• Manage, track, and report on all activities and results using Salesforce
• Participate in documenting all processes in the GitLab handbook and update as needed with your Sales Development Manager
• Act as a mentor for new SDR hires in helping them navigate their key accounts

What you'll bring:

• Positive and energetic phone skills, excellent listening skills, strong writing skills
• A self-starter with a track record of successful, credible achievements
• You share our values, and work in accordance with those values
• Knowledge of business process, roles, and organizational structure
• Determined personality with a desire to grow and win
• Passionate about being a part of GitLab’s journey
• Proficient in using Salesforce
• Previous tech industry experience or experience in sales development, marketing and/or sales is a plus
• Eagerness to grow professionally with best-in-class onboarding program , support across the business and eligibility for promotion into an outbound role after 12 months as a successful SDR
• Globally we require excellent written and spoken English which is our company language

Remote-Global

The base salary range for this role’s listed level is currently for residents of theUnited 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.

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.

Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.

GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law . If you have a disability or special need that requires accommodation , please let us know during the recruiting process.