Business Development Representative - Australia (Remote)

About GitLab

GitLab is a leading intelligent orchestration platform for DevSecOps, trusted by over 50 million registered users and more than half of the Fortune 100 companies to accelerate software development securely and efficiently. The company promotes a culture embracing AI as a tool to enhance productivity and innovation, encouraging continuous learning and collaboration in a fast-paced, high-performance environment.

Role Overview

This full-time, remote position is based in Australia, specifically Sydney or Melbourne. The Business Development Representative (BDR) will support the Go To Market team by initiating contact with targeted Enterprise and Mid-Market accounts across Australia. Partnering closely with Field and Digital Marketing teams, the BDR will use creative sales and marketing approaches to engage multiple buyer personas and generate qualified sales meetings and pipeline opportunities for the sales organization.

Key Responsibilities

• Handle incoming inbound leads and proactively engage in outbound prospecting campaigns.
• Conduct meaningful discovery conversations with prospects in targeted accounts.
• Consistently achieve or surpass sales accepted opportunity volume targets assigned to BDR.
• Collaborate with colleagues to create targeted account lists, develop call plans, and craft effective messaging.
• Utilize business knowledge and research skills to identify stakeholders, generate interest, recognize triggers, and further account development.
• Conduct diversified outreach efforts through calls, emails, social media, and other channels using Outreach.io platform.
• Document and manage all outreach activities and results using Salesforce, including reporting.
• Contribute to maintaining and updating documentation in the GitLab handbook concerning sales development processes.
• Work alongside Field and Corporate Marketing teams to promote and engage at regional marketing events.
• Attend marketing events to connect with attendees, spot opportunities, and organize meetings.
• Guide and mentor newly onboarded BDRs to navigate key accounts effectively.
• Coordinate with Digital Marketing to tailor marketing initiatives for assigned target accounts.
• Share innovative ideas and work collaboratively to refine BDR strategies that deliver tangible results.

Required Qualifications and Skills

• Fluent professional English communication skills; proficiency in additional Asian languages is advantageous.
• Energetic and positive telephone communication abilities combined with excellent listening and strong written communication skills.
• A proactive, self-driven individual with a proven history of meeting or exceeding targets through persistent effort.
• Understanding of business structures, roles, and organizational dynamics.
• Experience dealing with Enterprise and Mid-Market clients within the Australian market.
• Demonstrated tenacity in achieving goals through diligent follow-up, effective objection handling, and continual self-improvement.
• Active interest in GitLab and DevOps trends, including staying up-to-date with product releases and industry developments.
• Proficiency in Salesforce (including reporting features) and LinkedIn; familiarity with additional prospecting platforms such as Zoominfo, Cognism, Outreach, or 6Sense is beneficial.
• Prior experience in the technology sector involving sales development, marketing, or outbound prospecting is preferred.

Team Environment

The BDR will be an integral member of a dynamic Sales team collaborating closely with Field and Digital Marketing as well as Sales and Customer Success units. The role supports remote working across Australia and New Zealand with asynchronous collaboration through digital tools, offering a clear career progression path toward an Account Executive role.

Benefits and Perks

• Comprehensive health, financial, and wellness support benefits.
• Flexible paid leave policies.
• Access to team member resource groups for community and support.
• Equity compensation and opportunities to participate in an employee stock purchase plan.
• Funding allocated for professional growth and development.
• Parental leave programs.

Equal Opportunity Statement

GitLab values diversity and inclusion, promoting equal opportunity employment and affirmative action policies that consider merit-based advancement and protect candidates against discrimination or harassment based on legally protected characteristics. Accommodation needs are respected during the hiring process.