Business Development Representative, DoD

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.

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An overview of this role

This position is 100% remote and will be based in the United States.

As a Business Development Representative (BDR) focused on the Department of War (DoW), you'll help GitLab grow its presence across the military. You'll own outbound prospecting and pipeline generation while building a strong understanding of the DoW landscape and the technology priorities driving investment across the enterprise. In this role, you'll work closely with 3–4 Account Executives on a strategic, growth-focused book of DoW accounts. Together you'll identify key opportunities, expand relationships within existing customers, and bring new programs and partners into GitLab's ecosystem.

You'll join a high-performing, growing public sector BDR team with clear onboarding, dedicated DoW-specific training, and a strong track record of internal promotions — giving you space to build a long-term career in federal sales and make a visible impact in your first year.

What you’ll do

• 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.

What you’ll bring

• 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

About the team

The Public Sector BDR team focuses on creating qualified pipeline and long-term opportunities within GitLab's US Federal business. The team is a growing, high-performing group that includes BDRs across sub-verticals spanning the Department of the Air Force, Department of Defense, civilian agencies, FSI, and State, Local, and Education. The team works fully remotely and collaborates asynchronously across US regions, aligning to shared prospecting processes and public sector-specific enablement while leveraging GitLab's established name recognition across the defense community. Current priorities include deepening relationships and driving growth within key DoW accounts, supporting new logo acquisition through targeted prospecting, and building repeatable motions tailored to the unique buying patterns and mission cycles of the Department of the Air Force enterprise.

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.

How GitLab Supports Full-Time Employees

• 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.

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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.