Business Development Representative, DoW

## About the Role As a Business Development Representative focused on the Department of War (DoW) at Gitlab, you will play a crucial role in driving growth and expansion across the military. Your expertise in outbound prospecting and pipeline generation will be essential in identifying key opportunities and building relationships with existing customers. You will work closely with a team of Account Executives to develop targeted campaigns and qualified pipeline, ensuring a strong understanding of the DoW landscape and technology priorities.

Gitlab's commitment to innovation and customer satisfaction has earned the company a reputation as a leader in the tech industry. With a strong focus on AI-powered DevSecOps platforms, Gitlab is poised for continued growth and expansion. As a member of the Business Development team, you will be at the forefront of this growth, working to identify new opportunities and drive revenue growth.

The Business Development team at Gitlab is known for its high-performance culture and dedication to career development. With clear onboarding processes and dedicated DoW-specific training, you will have the support and resources needed to succeed in your role. Additionally, the team's strong track record of internal promotions provides a clear path for career advancement and growth.

## What You Will Do - 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 - 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 - Develop and maintain a deep understanding of the DoW landscape and technology priorities, staying up-to-date on industry trends and developments - Identify and pursue new business opportunities, working to expand Gitlab's presence in the public sector

## What We Are Looking For - 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, with a strong understanding of the public sector landscape - 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, including Salesforce and Adjust - Strong communication and interpersonal skills, with the ability to build relationships with customers and colleagues - Ability to work in a fast-paced environment, prioritizing multiple tasks and responsibilities - Strong analytical and problem-solving skills, with the ability to analyze data and trends

## Nice to Have - Experience with AI-powered DevSecOps platforms, or similar technology - Familiarity with Gitlab's sales tools and systems, including Outreach and Zoominfo - Certification in sales or a related field, such as a CDSP or CSO - Experience working in a remote environment, with a strong ability to self-motivate and manage time effectively

## Benefits and Perks - Competitive salary and benefits package, with opportunities for career growth and advancement - Comprehensive health insurance, including medical, dental, and vision - Flexible PTO policy, with the ability to take time off as needed - Access to a range of professional development opportunities, including training and certification programs - The opportunity to work with a talented and dedicated team, committed to driving innovation and customer satisfaction - A remote work environment, with the flexibility to work from anywhere - A stipend for home office setup and equipment, to ensure you have the tools and resources needed to succeed

- Tip: Highlight your experience with Salesforce and Adjust, as well as any other relevant tools or technologies.

• Tip: Be prepared to discuss your understanding of the DoW landscape and technology priorities, and how you stay up-to-date on industry trends and developments.
• Tip: Show a strong ability to learn and adapt quickly, as well as a willingness to take on new challenges and responsibilities.
• Tip: Demonstrate a strong understanding of Gitlab's Public Sector mission and values, and explain how you see yourself contributing to the company's growth and success.
• Tip: Be prepared to provide specific examples of your experience and accomplishments, and explain how they relate to the role and the company.
• Tip: Show enthusiasm and excitement for the role and the company, and explain why you are a strong fit for the position.
• Tip: Research the company and the role thoroughly, and come prepared with thoughtful questions to ask during the interview process.