GitLab

Business Development Representative – PubSec

GitLab

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇺🇸 United States

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Salary

💰 $71,400 - $105,000 per year

Job Level

Mid-LevelSenior

About the role

  • Drive high-volume prospecting into US public sector federal system integrator (FSI) accounts through a balanced mix of calls, emails, and LinkedIn outreach aligned with BDR AMER activity expectations.
  • Collaborate closely with 3-4 Account Executives to understand their territories, priorities, and account plans, turning that insight into targeted campaigns and qualified pipeline.
  • Grow and deepen engagement within strategic FSI accounts by identifying new stakeholders, mapping account structures, and uncovering new opportunities.
  • Qualify inbound and outbound interest in GitLab’s AI-powered DevSecOps platform, ensuring a 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 training on US public sector and FSI 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.

Requirements

  • Proven experience operating as a Business Development Representative or in a similar role focused on outbound prospecting and pipeline generation
  • Experience prospecting into Department of Defense (DoD) and/or Federal Systems Integrators (FSI), like government contractors
  • Excitement for GitLab’s Public Sector mission
  • Ability to quickly learn new processes and tools that are critical to success as a BDR (Outreach, Zoominfo, Cognism, Salesforce, LinkedIn Sales Navigator, etc)
  • Positive and energetic phone skills, excellent listening skills, strong writing skills
  • Meet or exceed daily, weekly and monthly KPIs
  • 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
  • Globally we require excellent written and spoken English which is our company language.
Benefits
  • 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
  • Home office support

Applicant Tracking System Keywords

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

Hard skills
outbound prospectingpipeline generationaccount mappingqualifying leadssales reporting
Soft skills
positive phone skillslistening skillswriting skillsself-starterdetermined personality