Business Development Representative, SLED - West

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.

An overview of this role

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

What you’ll bring

• 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, Zoomin