Business Development Representative DoW

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.

• 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.

• 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

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.

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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