Business Development Representative

## About the Role As a Business Development Representative at Gitlab, you will be responsible for leading the initial outreach to targeted accounts, working closely with the Field and Digital Marketing teams, as well as the Sales and Customer Success teams. Your primary goal will be to generate qualified meetings and pipeline for Gitlab's Sales organization. You will be expected to leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles, introducing them to Gitlab's AI-powered DevSecOps platform.

In this role, you will have the opportunity to work with a diverse range of clients, from small startups to large enterprises, and will be responsible for understanding their business needs and identifying opportunities for growth. You will be part of a high-performing sales team that is driven by Gitlab's values of innovation, collaboration, and continuous learning.

Gitlab's sales team is known for its collaborative and dynamic environment, where team members are encouraged to share their knowledge and expertise to drive success. As a BDR, you will be expected to be a team player, with excellent communication and interpersonal skills, and a strong ability to work in a fast-paced environment.

## What You Will Do - Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory - Generate New Logo opportunities and Growth opportunities on existing customer accounts - Conduct high-level discovery conversations with target accounts to understand business needs, qualify opportunities, and create Sales Accepted Opportunities (SAOs) - Meet or exceed monthly and quarterly BDR-sourced Sales Accepted Opportunity (SAO) targets - Research and prioritize target accounts using business and industry knowledge to identify key players, uncover compelling events, and develop tailored outreach strategies - Execute a multi-touch outreach cadence (call, email, social, etc.) to all prospects in your assigned territory using Outreach to maximize engagement and conversion rates - Manage, track, and accurately report all prospecting activities and pipeline in Salesforce to provide clear visibility into performance and forecast - Collaborate with Field, Corporate, and Digital Marketing, Sales, and Customer Success teams to build targeted account lists, campaigns, and call strategies - Attend regional marketing events to engage participants, generate leads, and drive qualified Sales Accepted Opportunities

## What We Are Looking For - 2+ years of experience in sales, marketing, or a related field, with a proven track record of success in a BDR or similar role - Strong understanding of the sales process, with excellent communication and interpersonal skills - Ability to work in a fast-paced environment, with a strong focus on results and a willingness to learn and adapt - Proficiency in Salesforce, with experience in using sales automation tools such as Outreach - Excellent research and analytical skills, with the ability to identify key players, uncover compelling events, and develop tailored outreach strategies - Strong business and industry knowledge, with the ability to understand complex business needs and identify opportunities for growth - Experience working in a remote environment, with excellent time management and organizational skills

## Nice to Have - Experience working in the DevSecOps industry, with a strong understanding of AI-powered DevSecOps platforms - Certification in sales or marketing, such as HubSpot or Salesforce - Experience working with Adjust, with a strong understanding of its capabilities and applications

## Benefits and Perks - Competitive salary and benefits package - Opportunity to work with a leader in the DevSecOps industry, with a strong focus on innovation and growth - Collaborative and dynamic work environment, with a team of experienced and dedicated professionals - Flexible working hours, with the ability to work remotely - Professional development opportunities, with access to training and certification programs - Access to the latest sales automation tools and technologies, with ongoing support and training - Recognition and reward programs, with opportunities for career advancement and growth

- tip: Make sure you have a strong understanding of the sales process and the ability to communicate complex business needs in a clear and concise manner.

• tip: Highlight your experience working with sales automation tools such as Outreach and Salesforce, and be prepared to provide examples of how you have used these tools to drive success in previous roles.
• tip: Show a willingness to learn and adapt, and be prepared to provide examples of how you have handled rejection or failure in previous sales roles.
• tip: Research Gitlab's values and mission, and be prepared to explain why you are a good fit for the company culture.
• tip: Prepare examples of your previous sales experience, including any successful deals or campaigns you have led, and be prepared to explain how you would approach a similar opportunity at Gitlab.