Business Development Representative, DoW

GitLab is the intelligent orchestration platform for DevSecOps, enabling organizations to improve developer productivity and accelerate digital transformation. The Business Development Representative will focus on the Department of War, driving outbound prospecting and pipeline generation while collaborating closely with Account Executives to identify key opportunities.

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

Requirements:

• 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