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Business Development Representative
GitLabBusiness Development Representative driving growth for GitLab in the military sector. Engaging with Department of War accounts through outbound prospecting and collaboration.
About the role
Key responsibilities & impact- Drive high-volume prospecting into DoW accounts through a balanced mix of calls, emails, and LinkedIn.
- Collaborate closely with Account Executives to understand their territories, priorities, and account plans, turning that insight into targeted campaigns and qualified pipeline.
- Qualify inbound and outbound interest in GitLab's AI-powered DevSecOps platform, ensuring 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 DoW training 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
What you’ll need- Proven experience as a Business Development Representative or in a similar role focused on outbound prospecting and pipeline generation
- Experience prospecting into DoD or federal accounts
- Excitement for GitLab's Public Sector mission and an understanding of the technology challenges facing the DoW
- Ability to quickly learn new processes and tools critical to BDR success (Outreach, Zoominfo, Cognism, Salesforce, LinkedIn Sales Navigator, etc.)
- Positive and energetic phone skills, excellent listening skills, and strong written communication
- Consistent track record of meeting or exceeding daily, weekly, and monthly KPIs
- A self-starter with credible, documented achievements in a pipeline-focused role
- You share our values and work in accordance with those values
- Knowledge of business processes, organizational structure, and how decisions get made in large federal or defense organizations
- Determined personality with a desire to grow and win in a complex, long-cycle sales environment
- Passionate about being part of GitLab's journey
- Excellent written and spoken English, our company language.
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
- Home Office Support
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
outbound prospectingpipeline generationsales performance trackingaccount qualificationmessaging improvementplaybook development
Soft Skills
positive phone skillsexcellent listening skillsstrong written communicationself-starterdetermined personality