GitLab is an open core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating the rate of human progress. This mission is integral to our culture, influencing how we hire, build products, and lead our industry. We make this possible at GitLab by running our operations on our product and staying aligned with our values. Learn more about Life at GitLab.
This role is 100% remote and based in the United States.
An overview of this role
GitLab is looking for an enthusiastic and strategic Business Development Representative - US PubSec (BDR), to join our growing Revenue Marketing team. As a BDR at GitLab, you get the opportunity to lead the initial outreach to targeted US Federal Accounts 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 manage Public Sector inbound lead flow as well as executing outbound prospecting initiatives in collaboration with sales counterparts
- Conduct high-level discovery conversations in target accounts
- Meet or exceed BDR sourced 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
What you’ll bring
- Experience prospecting into SLED
- Excitement for GitLab’s Public Sector mission
- 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)
- Previous tech industry experience or experience in sales development, marketing and/or sales is a plus
- Globally we require excellent written and spoken English which is our company language
How GitLab will support you
- Benefits to support your health, finances, and well-being
- All remote, asynchronous work environment
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and development budget
- Parental leave
- Home office support
- Career ladder for Sales Development team members
The base salary range for this role’s listed level is currently for residents of listed locations only. 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, and alignment with market data. 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.
California/Colorado/Hawaii/New Jersey/New York/Washington/DC/Illinois/Minnesota pay range
$71,400—$126,000 USD
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.
What the Team is Saying
GitLab Compensation & Benefits Highlights
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Leave & Time Off Breadth — Flexible PTO has no set annual cap and encourages roughly 25 days per year and at least two consecutive weeks, with clear guidance for coordination and coverage. Longer stretches are allowed within documented guardrails, supporting extended rest while maintaining team continuity.
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Parental & Family Support — Paid parental leave is set at 16 weeks globally at full pay, with a toolkit and re‑entry support that ease transitions. Policies explain coordination with statutory programs where applicable to keep pay whole.
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Healthcare Strength — U.S. offerings include multiple medical options (Cigna nationwide and Kaiser in select states), plus dental, vision, EAP, Modern Health, HSAs/FSAs with employer contributions, and a travel HRA. Benefits are organized for an all‑remote workforce with clear, self‑serve handbook guidance.
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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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