Business Development Representative Remote, EMEA; Remote, …, Dublin

Remote, EMEA; Remote, Germany; Remote, Ireland; Remote, Netherlands; Remote, United Kingdom

GitLab is an orchestration platform for DevSecOps that helps organizations increase productivity and accelerate digital transformation.

This role is 100% remote and based in the UK, Ireland, Germany, or Netherlands.

An overview of this role GitLab is looking for an enthusiastic and strategic Business Development Representative (BDR) to join our growing Sales team. As a BDR you will lead initial outreach to targeted accounts working in conjunction with the Field and Digital Marketing teams, as well as the Sales and Customer Success teams. You will use creative marketing and sales tactics to prospect and engage with multiple buyer personas and introduce GitLab’s AI-powered DevSecOps platform. Your primary responsibility is generating qualified meetings and pipeline for GitLab’s Sales organization.

What you’ll 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 SAO targets (e.g., Stage-1 and Stage-3 opportunities) by consistently converting qualified prospects into opportunities.

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.) 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 SAOs.

Document and continuously improve Business Development Representative processes in the GitLab handbook in partnership with your Business Development Manager. Mentor new BDR hires to help them ramp quickly and navigate key accounts.

What you’ll bring

Positive and energetic phone skills, excellent listening skills, strong writing skills.

Ability to prioritize tasks, manage a high volume of outreach, and consistently follow through on prospecting activities.

Proven experience taking initiative, persisting through setbacks, and independently driving projects or activities through to successful outcomes.

Alignment with our values and working in accordance with those values.

Knowledge of business processes, roles, and organizational structure.

Proficiency in using Salesforce, Sales Navigator, Outreach or similar prospecting and sequencing tools.

Proficiency in English, our company language, is required for effective communication.

Previous tech industry experience or experience in sales development, marketing, or sales is a plus.

About the team As part of GitLab’s growing Sales team, you will work closely with the Field and Digital Marketing teams, as well as the Sales and Customer Success teams. Our BDRs come from diverse backgrounds, and we provide extensive onboarding and training so you have the DevOps and GitLab knowledge needed to succeed. You’llpartner with Account Executives, working fully remote and distributed across multiple U.S. time zones, collaborating asynchronously. This role provides a clear path for advancing to an Account Executive position within GitLab.

Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. If you’re excited about this role, please apply and allow our recruiters to assess your application.

Equal Opportunity Employer Statement GitLab is proud to be an equal‑opportunity workplace and an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development, and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans,recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law.If you have a disability or special need that requires accommodation, please let us know during the recruiting process.

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