[Remote] Business Development Representative, DoD

Note: The job is a remote job and is open to candidates in USA. GitLab is the intelligent orchestration platform for DevSecOps, and they are seeking a Business Development Representative focused on the Department of War (DoW). In this role, you'll help GitLab grow its presence across the military by owning outbound prospecting and pipeline generation while collaborating with Account Executives on strategic accounts.

Responsibilities

• Drive high-volume prospecting into DoW accounts through a balanced mix of calls, emails, and LinkedIn
• Collaborate closely with Account Executives to understand their territories, priorities, and account plans, turning that insight into targeted campaigns and qualified pipeline
• Qualify inbound and outbound interest in GitLab's AI-powered DevSecOps platform, ensuring 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 DoW training 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 as a Business Development Representative or in a similar role focused on outbound prospecting and pipeline generation
• Experience prospecting into DoD or federal accounts
• Excitement for GitLab's Public Sector mission and an understanding of the technology challenges facing the DoW
• Ability to quickly learn new processes and tools critical to BDR success (Outreach, Zoominfo, Cognism, Salesforce, LinkedIn Sales Navigator, etc.)
• Positive and energetic phone skills, excellent listening skills, and strong written communication
• Consistent track record of meeting or exceeding daily, weekly, and monthly KPIs
• A self-starter with credible, documented achievements in a pipeline-focused role
• You share our values and work in accordance with those values
• Knowledge of business processes, organizational structure, and how decisions get made in large federal or defense organizations
• Determined personality with a desire to grow and win in a complex, long-cycle sales environment
• Passionate about being part of GitLab's journey
• Excellent written and spoken English, 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
• Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.

Company Overview