Business Development Representative - West

Remote · North America · Remote · Posted Oct 7, 2026

At a glance

The Business Development Representative (BDR) will lead initial outreach to targeted accounts to introduce GitLab's AI-powered DevSecOps platform.
This role involves collaborating with Field, Digital Marketing, Sales, and Customer Success teams to generate qualified meetings and pipeline.
The position offers a clear path for advancement to an Account Executive role within the company.

Execute outbound prospecting initiatives to generate qualified meetings and pipeline in an assigned territory.
Generate New Logo and Growth opportunities on existing customer accounts.
Conduct high-level discovery conversations to understand business needs and qualify opportunities.
Meet or exceed monthly and quarterly BDR-sourced Sales Accepted Opportunity (SAO) targets.
Research and prioritize target accounts to identify key players and develop tailored outreach strategies.
Execute multi-touch outreach cadences using tools like Outreach.
Manage, track, and report all prospecting activities and pipeline in Salesforce.
Collaborate with marketing and sales teams to build targeted account lists and campaigns.
Attend regional marketing events to engage participants and generate leads.
Document and improve BDR processes in the GitLab handbook and mentor new hires.

Previous tech industry experience in an outbound sales development role.
Positive and energetic phone skills, excellent listening skills, and strong writing skills.
Ability to prioritize tasks, manage high-volume outreach, and follow through on activities.
Proven experience taking initiative and driving projects to successful outcomes.
Proficiency in using Salesforce, Sales Navigator, and Outreach or similar prospecting tools.
Ability to travel for events such as trainings, team offsites, and customer meetings.
Proficiency in English for effective communication.
Alignment with GitLab company values.