Business Development Representative

About GitLab

GitLab is a DevSecOps orchestration platform that helps organizations ship software more quickly and securely while improving productivity, operational efficiency, and compliance. It serves a very large global user base and is trusted by a significant share of leading enterprises.

The company expects every team member to use AI as a practical productivity booster in their everyday work. GitLab promotes a high-performance, collaborative culture where learning is shared, ideas are valued, and employees are encouraged to grow while working on complex problems that shape the future of software development.

Role overview

This is a fully remote position based in India. As a Business Development Representative, you will focus on early-stage outreach to Enterprise and Mid-Market accounts. You will work closely with Field Marketing, Digital Marketing, Sales, and Customer Success teams to build pipeline, create qualified meetings, and help generate Sales Accepted Opportunities (SAOs) for the sales organization.

The company provides structured onboarding and training so you can build the DevOps and GitLab product knowledge needed to succeed. Backgrounds in closing, sales, marketing, or team leadership are common among successful BDRs.

Key responsibilities

In this role, you will run outbound prospecting efforts, carry out discovery conversations with target accounts, and turn qualified leads into opportunities. You will research accounts, identify stakeholders, uncover important buying triggers, and design outreach plans tailored to each prospect.

You will manage a multi-channel cadence across calls, email, and social outreach using Outreach.io, while keeping activity and pipeline records updated in Salesforce. You will also collaborate on targeted account lists, campaigns, and event follow-up, support regional marketing events, and contribute to process documentation in the GitLab handbook. Part of the role also includes helping new hires ramp faster through mentoring and using AI tools to improve research, personalization, and workflow efficiency.

What the company is looking for

GitLab is seeking someone who brings strong phone presence, active listening, and clear writing skills. The ideal candidate can consistently hit daily, weekly, and monthly performance targets, work independently, and keep improving through feedback and setbacks.

You should understand business processes, roles, and organizational structures, and be comfortable working in line with GitLab’s values. Experience with Salesforce and LinkedIn Sales Navigator is important, and familiarity with AI tools for research, content creation, or automation is expected. Prior exposure to technology sales, sales development, or marketing is helpful. Strong English communication skills are required.

Benefits and company support

• Support for health, financial security, and overall well-being
• Flexible paid time off
• Team member resource groups
• Equity compensation and an employee stock purchase plan
• Growth and development funding
• Parental leave

Additional information

GitLab encourages people with different experience levels to apply, even if they do not meet every listed qualification. The company notes that candidates from underrepresented groups may be less likely to apply unless they meet all criteria, and invites interested applicants to submit their application regardless.

All roles are remote, though some positions may have location-specific eligibility requirements. The recruiting team can clarify any country or location questions during the hiring process.

GitLab operates as an equal opportunity and affirmative action employer. Hiring, promotion, advancement, and retirement decisions are based on merit and are not influenced by protected characteristics. The company does not tolerate discrimination or harassment. If an applicant needs accommodation because of a disability or special need, they can request support during the recruiting process.

For privacy matters, applicants should review the company’s recruitment privacy policy.

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