Business Development Representative

GitLab

. Execute outbound prospecting initiatives to generate qualified meetings and pipeline in the assigned territory .

Posted 11/9/2026full-timeRemote • United States, CanadaMid-LevelSenior💰 $74,200 - $84,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in outbound sales development, including generating qualified meetings and pipeline through effective prospecting strategies. Proficient in utilizing Salesforce and Outreach for managing sales activities and collaborating with cross-functional teams.

Highest-signal resume keywords

Outbound Sales DevelopmentSalesforce ProficiencyInitiative and PersistenceMulti-Touch OutreachBusiness Process Knowledge

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Sales DevelopmentLead GenerationPipeline ManagementDiscovery ConversationsSales Accepted Opportunities (SAOs)

Soft Skills

Positive Phone SkillsExcellent Listening SkillsStrong Writing SkillsTask PrioritizationFollow-Through

Tools & Technologies

SalesforceSales NavigatorOutreachGitLab Handbook

Industry Keywords

Tech Industry ExperienceOutbound ProspectingCustomer SuccessRegional Marketing EventsCollaboration

About the role

Key responsibilities & impact

Execute outbound prospecting initiatives to generate qualified meetings and pipeline in the 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
Research and prioritize target accounts, identify key players, uncover compelling events, and develop tailored outreach strategies
Execute multi-touch outreach cadences using calls, email, social media, and Outreach
Manage, track, and report prospecting activities and pipeline in Salesforce
Collaborate with Field, Corporate, and Digital Marketing, Sales, and Customer Success teams
Attend regional marketing events to engage participants, generate leads, and drive qualified SAOs
Document and continuously improve BDR processes in the GitLab handbook
Mentor new BDR hires
Partner with Account Executives in a fully remote, distributed sales organization

Requirements

What you’ll need

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 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 GitLab’s 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
Ability to travel for events such as trainings, team offsites, and customer meetings
Proficiency in English is required for effective communication
Candidates must be based in the United States or Canada and reside in the Pacific Time Zone (PST/PDT)

Benefits

Comp & perks

Benefits to support your health, finances, and well-being
Flexible Paid Time Off
Team Member Resource Groups
Equity Compensation & Employee Stock Purchase Plan
Growth and Development Fund
Parental Leave
Extensive onboarding and training program
Incentive pay targeted at up to 100% of the offered base salary