Business Development Representative
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 US public sector federal system integrators (FSI), you'll help GitLab grow its presence with the contractors that power much of the US government’s technology work. You'll own outbound prospecting and pipeline generation and build a strong understanding of the public sector landscape. In this role, you'll work closely with 3-4 Account Executives on a strategic, growth-focused book of FSI accounts. Together you'll identify key opportunities, expand relationships within existing customers, and bring new integrators into GitLab’s ecosystem. You'll join a high-performing, growing public sector BDR team with clear onboarding, additional US public sector training, and a strong track record of internal promotions. This gives you space to build a long-term career in public sector sales and make a visible impact in your first year.
What you’ll do
Drive high-volume prospecting into US public sector federal system integrator (FSI) accounts through a balanced mix of calls, emails, and LinkedIn outreach aligned with BDR AMER activity expectations.
Collaborate closely with 3-4 Account Executives to understand their territories, priorities, and account plans, turning that insight into targeted campaigns and qualified pipeline.
Grow and deepen engagement within strategic FSI accounts by identifying new stakeholders, mapping account structures, and uncovering new opportunities.
Qualify inbound and outbound interest in GitLab’s AI-powered DevSecOps platform, ensuring a 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 training on US public sector and FSI 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 operating as a Business Development Representative or in a similar role focused on outbound prospecting and pipeline generation
Experience prospecting into Department of Defense (DoD) and/or Federal Systems Integrators (FSI), like government contractors
Excitement for GitLab’s Public Sector mission
Ability to quickly learn new processes and tools that are critical to success as a BDR (Outreach, Zoominfo, Cognism, Salesforce, LinkedIn Sales Navigator, etc)
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
Globally we require excellent written and spoken English which is 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, and this BDR role is dedicated to our federal system integrator (FSI) segment. The team is a growing, high-performing group that currently includes 7 BDRs across sub-verticals like FSI, Department of Defense, civilian agencies, and state, local, and education, partnering closely with 3-4 Account Executives on strategic federal contractor accounts. 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 in government. Current priorities include deepening relationships and driving growth within key FSI accounts, supporting new logo acquisition through targeted prospecting, and building repeatable motions tailored to the unique needs and buying patterns of the federal contracting ecosystem.
Remote-Global
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.
United States Salary Range
$71,400—$105,000 USD
About the job
Apply for this position
Business Development Representative
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 US public sector federal system integrators (FSI), you'll help GitLab grow its presence with the contractors that power much of the US government’s technology work. You'll own outbound prospecting and pipeline generation and build a strong understanding of the public sector landscape. In this role, you'll work closely with 3-4 Account Executives on a strategic, growth-focused book of FSI accounts. Together you'll identify key opportunities, expand relationships within existing customers, and bring new integrators into GitLab’s ecosystem. You'll join a high-performing, growing public sector BDR team with clear onboarding, additional US public sector training, and a strong track record of internal promotions. This gives you space to build a long-term career in public sector sales and make a visible impact in your first year.
What you’ll do
Drive high-volume prospecting into US public sector federal system integrator (FSI) accounts through a balanced mix of calls, emails, and LinkedIn outreach aligned with BDR AMER activity expectations.
Collaborate closely with 3-4 Account Executives to understand their territories, priorities, and account plans, turning that insight into targeted campaigns and qualified pipeline.
Grow and deepen engagement within strategic FSI accounts by identifying new stakeholders, mapping account structures, and uncovering new opportunities.
Qualify inbound and outbound interest in GitLab’s AI-powered DevSecOps platform, ensuring a 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 training on US public sector and FSI 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 operating as a Business Development Representative or in a similar role focused on outbound prospecting and pipeline generation
Experience prospecting into Department of Defense (DoD) and/or Federal Systems Integrators (FSI), like government contractors
Excitement for GitLab’s Public Sector mission
Ability to quickly learn new processes and tools that are critical to success as a BDR (Outreach, Zoominfo, Cognism, Salesforce, LinkedIn Sales Navigator, etc)
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
Globally we require excellent written and spoken English which is 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, and this BDR role is dedicated to our federal system integrator (FSI) segment. The team is a growing, high-performing group that currently includes 7 BDRs across sub-verticals like FSI, Department of Defense, civilian agencies, and state, local, and education, partnering closely with 3-4 Account Executives on strategic federal contractor accounts. 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 in government. Current priorities include deepening relationships and driving growth within key FSI accounts, supporting new logo acquisition through targeted prospecting, and building repeatable motions tailored to the unique needs and buying patterns of the federal contracting ecosystem.
Remote-Global
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.
United States Salary Range
$71,400—$105,000 USD