Business Development Representative, SLED

GitLab

. Conduct outbound prospecting initiatives in collaboration with SLED sales counterparts and manage inbound lead flow .

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

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in outbound prospecting and lead generation within the State/Local Agencies and EDU sectors, utilizing tools like Salesforce and LinkedIn Sales Navigator to meet or exceed sales targets. Strong communication skills and the ability to collaborate effectively with marketing and sales teams are essential for driving engagement and generating qualified meetings.

Highest-signal resume keywords

Outbound Sales Development ExperienceSalesforce ProficiencyProspecting Into State/Local AgenciesExcellent Written And Spoken EnglishAbility To Meet KPIs

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Outbound ProspectingLead GenerationSales Pipeline ManagementBusiness Process KnowledgeKPI Achievement

Soft Skills

Positive Phone SkillsExcellent Listening SkillsStrong Writing SkillsSelf-Starter Attitude

Tools & Technologies

SalesforceOutreachZoomInfoCognismLinkedIn Sales Navigator

Industry Keywords

State/Local AgenciesEDU SectorField MarketingDigital MarketingBusiness Development

About the role

Key responsibilities & impact

Conduct outbound prospecting initiatives in collaboration with SLED sales counterparts and manage inbound lead flow
Conduct high-level discovery conversations in target accounts
Meet or exceed BDR-sourced First Order, Stage 1, and Stage 3 pipeline targets
Collaborate with teammates to develop targeted lists, call strategies, and messaging
Research accounts, identify key players, generate interest, identify compelling events, and develop accounts
Use calls, email, social media, and other touches with prospects in the assigned territory
Manage, track, and report activities and results using Salesforce
Document and update processes in the GitLab handbook with the Business Development Manager
Collaborate with Field and Corporate Marketing to drive attendance at regional marketing events
Attend field marketing events, engage participants, identify opportunities, and schedule meetings
Work with Field and Digital Marketing, Sales, and Customer Success teams to generate qualified meetings and pipeline

Requirements

What you’ll need

Experience prospecting into State/Local Agencies, as well as the EDU sector
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 meet or exceed daily, weekly and monthly KPIs
Self-starter with a track record of successful, credible achievements
Knowledge of business process, roles, and organizational structure
Ability to quickly learn new processes and tools critical to success as a BDR, including Outreach, ZoomInfo, Cognism, Salesforce, and LinkedIn Sales Navigator
Ability to travel for trainings, team offsites, customer meetings, and other events
Excellent written and spoken English
Candidates must be based in the United States and reside in the Pacific Time Zone (PST)

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
Incentive pay targeted at up to 100% of the offered base salary
Extensive onboarding and training
Clear path for advancing to an Account Executive position within GitLab