[Remote] Business Development Representative- AMER, PubSec

Note: The job is a remote job and is open to candidates in USA. GitLab is an open-core software company that develops an AI-powered DevSecOps Platform used by over 100,000 organizations. The Business Development Representative (BDR) will focus on growing GitLab's presence with federal system integrators in the US public sector, handling outbound prospecting and pipeline generation while collaborating with Account Executives to identify opportunities and expand relationships.

Responsibilities

• Drive high-volume prospecting into US public sector federal system integrator (FSI) accounts through a balanced mix of calls, emails, and LinkedIn outreach aligned with BDR AMER activity expectations
• Collaborate closely with 3-4 Account Executives to understand their territories, priorities, and account plans, turning that insight into targeted campaigns and qualified pipeline
• Grow and deepen engagement within strategic FSI accounts by identifying new stakeholders, mapping account structures, and uncovering new opportunities
• Qualify inbound and outbound interest in GitLab’s AI-powered DevSecOps platform, ensuring a 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 training on US public sector and FSI 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

Skills

• Proven experience operating as a Business Development Representative or in a similar role focused on outbound prospecting and pipeline generation
• Experience prospecting into Department of Defense (DoD) and/or Federal Systems Integrators (FSI), like government contractors
• Excitement for GitLab's Public Sector mission
• Ability to quickly learn new processes and tools that are critical to success as a BDR (Outreach, Zoominfo, Cognism, Salesforce, LinkedIn Sales Navigator, etc)
• Positive and energetic phone skills, excellent listening skills, strong writing skills
• Meet or exceed daily, weekly and monthly KPIs
• A self-starter with a track record of successful, credible achievements
• You share our values, and work in accordance with those values
• Knowledge of business process, roles, and organizational structure
• Determined personality with a desire to grow and win
• Passionate about being a part of GitLab's journey
• Globally we require excellent written and spoken English which is our company language

Benefits

• 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

Company Overview