GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster.
The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.
*Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab.
This position is 100% remote and open to candidates based in the United States who reside in the Pacific Time Zone (PST).
GitLab is looking for an enthusiastic and strategic Business Development Representative - US State/Local & EDU (SLED), to join our growing Business Development team. As a BDR at GitLab, you get the opportunity to lead the initial outreach to targeted US SLED working in conjunction with the Field and Digital Marketing teams. In this role you will leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab’s value. You will be responsible for generating qualified meetings and pipeline for GitLab's Sales organization.
Don’t have a ton of knowledge about GitLab yet? Don’t worry. We have an extensive onboarding and training program at GitLab and you will be provided with necessary DevOps and GitLab knowledge to fulfill your role.
What you’ll do- Effectively conduct outbound prospecting initiatives in collaboration with SLED sales counterparts as well as managing inbound lead flow.
- Conduct high-level discovery conversations in target accounts
- Meet or exceed BDR-sourced First Order, Stage 1, and Stage 3 pipeline targets
- Collaborate with and leverage teammates to develop targeted lists, call strategies, and messaging to drive opportunities
- Utilize business and industry knowledge to research accounts, identify key players, generate interest, create/identify compelling events, and develop accounts
- Work to have a variety of touches (call, email, social, etc.) on all prospects in your assigned territory
- Manage, track, and report on all activities and results using Salesforce
- Participate in documenting all processes in the GitLab handbook and update as needed with your Business Development Manager
- Work in collaboration with Field and Corporate Marketing to drive attendance at regional marketing events
- Attend field marketing events to engage with participants identify opportunities, and to schedule meetings
- Experience prospecting into State/Local Agencies, as well as the EDU sector
- Previous tech industry experience in an outbound sales development role is required.
- 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
- Ability to quickly learn new processes and tools that are critical to success as a BDR (Outreach, Zoominfo, Cognism, Salesforce, LinkedIn Sales Navigator, etc)
- The ability to travel for events such as trainings, team offsites, customer meetings, etc.
- Globally we require excellent written and spoken English which is our company language
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 you need to succeed. You'll partner with Account Executives, working fully remote and distributed across multiple U.S. time zones, collaborating asynchronously through GitLab, video calls, and shared playbooks. This role provides a clear path for advancing to an Account Executive position within GitLab.
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
- 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
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
GitLab is proud to be an equal opportunity workplace and is 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.
Skills Required
- Experience prospecting into state and local agencies and the education sector
- Previous technology-industry experience in an outbound sales development role
- Positive and energetic phone skills
- Excellent listening skills
- Strong writing skills
- Ability to meet or exceed daily, weekly, and monthly KPIs
- Track record of successful, credible achievements
- Knowledge of business processes, roles, and organizational structures
- Ability to quickly learn sales processes and tools including Outreach, ZoomInfo, Cognism, Salesforce, and LinkedIn Sales Navigator
- Ability to travel for trainings, team offsites, and customer meetings
- Excellent written and spoken English
GitLab Compensation & Benefits Highlights
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Parental & Family Support — Company materials detail 16 weeks of paid parental leave at 100% pay in the U.S., with additional family and caregiving support outlined by location. Feedback suggests this leave is accessible from day one for eligible events, subject to policy conditions.
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Healthcare Strength — Offerings include multiple U.S. medical plan options (Cigna and Kaiser where applicable), company-paid basic life and AD&D up to twice base salary, and short- and long-term disability, alongside mental-health support through Modern Health. Feedback suggests coverage breadth is strong, though actual plan value depends on premiums and deductibles by location.
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Equity Value & Accessibility — Equity grants and an Employee Stock Purchase Plan are part of total rewards and broadly available according to the handbook. Feedback suggests these features can meaningfully enhance overall compensation.
GitLab Insights
What We Do
GitLab is the Intelligent Orchestration Platform where software teams and their AI agents stay in flow to amplify their capacity for innovation. Together, they automate repetitive tasks to plan, build, secure, test, deploy and maintain software. With GitLab, software teams spend less time on coordination overhead and more time on the next big idea. What started in 2011 as an open source project to help one team of programmers collaborate is now the intelligent orchestration platform millions of people use to deliver software faster, more efficiently, while strengthening security and compliance. Since the beginning, we've been firm believers in remote work, open source, DevSecOps, and iteration. We get up and log on in the morning to work alongside the GitLab community to deliver new innovations every month that help teams and their AI agents ship great code faster.
Why Work With Us
GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Co-create the future with us as we build technology that transforms how the world develops software.
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