Sales Development Organization Roles

Levels

Business Development Associate (BDA)

The Business Development Associate (BDA) reports to the Enterprise BDR Manager and is focused on sourcing and support.

Business Development Associate Job Grade

The Business Development Associate is a grade 5.

Business Development Associate Responsibilities

Building target lists of account and leads based on lead flow and need within specific territories
Create sequences based on Field Marketing requests
Work leads from Field Marketing virtual events
Support SDRs by researching accounts from targeted lists
Support vacant territories as needed
Build up to SDR activity metrics as leads become available
Learn SDR Process and structure, specifically the SDR tech stack
Prepare to move into SDR Role
Complete Tanuki tech 100 level

Business Development Associate Requirements

Relevant work place experience
Ability to demonstrate transferable skill set
Willingness to be coached and trained
Determination, curiosity, and creative problem solving
If in EMEA, fluency in spoken and written German or French or other European languages will be an advantage
If in LATAM, fluency in Portuguese and Spanish is required
Willingness to work towards requirement and responsibilities of SDR (Intermediate)
Ability to use GitLab

Sales Development Representative (SDR)

The Sales Development Representative (SDR) reports to the SDR Manager and is focused on inbound leads.

Sales Development Representative Job Grade

The SDR is a grade 5.

Sales Development Representative Responsibilities

Effectively manage inbound lead flow
Conduct high-level discovery conversations in target accounts
Meet or exceed SDR sourced Sales Accepted Opportunity (SAO) volume targets
Collaborate with and leverage teammates to develop targeted lists, call strategies, and messaging to drive opportunities
Utilize business and industry knowledge to research accounts, identify key players, generate interest, create/identify compelling events, and develop accounts
Work to have a variety of touches (call, email, social, etc.) on all leads in your assigned territory using Outreach.io
Manage, track, and report on all activities and results using Salesforce
Participate in documenting all processes in the GitLab handbook and update as needed with your Sales Development Manager
Act as a mentor for new SDR hires in helping them navigate their key accounts

Sales Development Representative Requirements

Positive and energetic phone skills, excellent listening skills, strong writing skills
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
Proficient in using Salesforce
Previous tech industry experience or experience in sales development, marketing and/or sales is a plus
Globally we require excellent written and spoken English which is our company language

Sales Development Team Lead

The Sales Development Team Lead reports to the SDR/BDR Manager.

Sales Development Team Lead Job Grade

The Sales Development Team Lead is a grade 5.

Sales Development Team Lead Responsibilities

Extends that of the SDR responsibilities

Sales Development Team Lead Requirements

Extends that of the SDR requirements
Learning and Development: Pass SDR Technical Development Training Level relevant for their role
Sharing best practices: De facto mentor for all team members. Passionate about helping and developing team members.
Performance: Consecutively meet or exceed quotas for two quarters after achieving Tanuki Tech Level II. This does not include ramped months.
The Team Lead role is based on business need and will be posted if/when there is a need.

Business Development Representative (BDR)

The Business Development Representative reports to the BDR Manager and is focused on Outbound leads.

Business Development Representative Grade Level

The BDR is a grade 5.

Business Development Representative Responsibilities

Effectively execute outbound prospecting initiatives
Conduct high-level discovery conversations in target accounts
Meet or exceed BDR sourced Sales Accepted Opportunity (SAO) volume targets
Collaborate with and leverage teammates to develop targeted lists, call strategies, and messaging to drive opportunities
Utilize business and industry knowledge to research accounts, identify key players, generate interest, create/identify compelling events, and develop accounts
Work to have a variety of touches (call, email, social, etc.) on all prospects in your assigned territory using Outreach.io
Manage, track, and report on all activities and results using Salesforce
Participate in documenting all processes in the GitLab handbook and update as needed with your Business Development Manager
Work in collaboration with Field and Corporate Marketing to drive attendance at regional marketing events
Attend field marketing events to engage with participants identify opportunities, and to schedule meetings
Act as a mentor for new BDR hires in helping them navigate their key accounts
Work in collaboration with Digital Marketing to develop targeted marketing tactics against your assigned target accounts
Actively partners with the Sales Team to strategically prospect in their respective territories.

Business Development Representative Requirements

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
Proficient in using Salesforce and LinkedIn Sales Navigator
Previous tech industry experience or experience in sales development, marketing and/or sales is a plus
Globally we require excellent written and spoken English which is our company language

Senior Business Development Representative

The Senior Business Development Representative reports to the BDR Manager.

Senior Business Development Representative Job Grade

The Senior Business Development Representative is a grade 5.

Senior Business Development Representative Responsibilities

Extends that of the BDR responsibilities

Senior Business Development Representative Requirements

Extends that of the BDR requirements
Complete requirements for previous BDR levels
Learning and Development: Pass BDR Technical Development Training Level I, Training Level II and Training Level III
Performance: Consecutively meet or exceed quotas for two quarters after achieving BDR Level II. This does not include ramped months

Business Development Representative Team Lead

The Business Development Representative Team Lead reports to the SDR/BDR Manager.

Business Development Representative Team Lead Job Grade

The Business Development Representative Team Lead is a grade 6.

Business Development Representative Team Lead Responsibilities

Extends that of the BDR responsibilities

Business Development Representative Team Lead Requirements

Extends that of the BDR requirements
Complete requirements for previous BDR levels
Learning and Development: Pass BDR Technical Development Training Level relevant for their role
Performance: Consecutively meet or exceed quotas for two quarters after achieving Tanuki Tech Level III. This does not include ramped months.
The Team Lead role is based on business need and will be posted if/when there is a need.

Specialties

BDR (Public Sector)

BDR (Public Sector) Responsibilities

Extends that of the BDR responsibilities
Focus on Public Sector customers
Effectively manage Public Sector inbound lead flow as well as executing outbound prospecting initiatives

BDR (Public Sector) Requirements

Extends that of the BDR requirements
Previous experience working with Public Sector based customers or teams

BDR (Land)

BDR (Land) focuses on acquiring new logos.

BDR (Land) Responsibilities

Extends that of the BDR responsibilities
Leading account planning efforts and creating in-depth account plans for top focus accounts
Creating qualified meetings and sales accepted opportunities with net new customers in the Large - Enterprise Segment* Aligning prospecting efforts to the field, corporate, strategic and account based marketing campaigns
Educating prospects and making positive impressions
Generating awareness, meetings, and pipeline for sales
Collaborating with peers, marketing, and sales teams

BDR (Land) Requirements

Extends that of the BDR requirements
Meet monthly quota
Maintain a high sense of autonomy to focus on what’s most important
Participate and lead planning, execution, and cross-functional meetings
Maintain exceptional Salesforce hygiene, logging all prospecting activity, conversations, and account intelligence uncovered
Generate IACV Pipeline

BDR (Expand)

BDR (Expand) focuses on existing customers and their subsidiaries.

BDR (Expand) Responsibilities

Extends that of the BDR responsibilities
Creating qualified meetings and sales accepted opportunities with net new customers in the Large - Enterprise Segment
Focus on account-centric, persona-based outreach, strategic outbound prospecting, social selling and creative outreach to educate and create internal champions that align with the GitLab value drivers and use cases.

BDR (Expand) Requirements

Extends that of the BDR requirements
Meet/Exceed monthly quota
Maintain a high sense of autonomy to focus on what’s most important
Participate and lead planning, execution, and cross-functional meetings
Participate in initial qualifying meetings, discovery calls, and follow-up conversations
Maintain exceptional Salesforce hygiene, logging all prospecting activity, conversations, and account intelligence uncovered
Generate IACV Pipeline

Performance Indicators

Sales Accepted Opportunity Attainment vs Goal
Net ARR Pipeline Generated
Initial Qualification Meeting (where applicable)

Career Ladder

SDRs and BDRs become eligible for promotion after 12 months in role and based on performance attainment. Promotions are also subject to business need and require a formal application and interview process, and are not considered a given promotion. Within the Sales development organization, the career path is the following: Business Development Associate to Sales Development Representative to Business Development Representative. Typically after BDR, our team members interview for roles such as : Manager, Sales Development, Inside Sales Representative, and Account Executive, SMB. GitLab is one of the fastest growing companies and there are a lot of less conventional career paths. While we strongly encourage our team members to pursue the job opportunities that are right for them, it is important to understand that those paths may take longer to materialize.

Hiring Process

Candidates for this position can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.

Selected candidates will be invited to schedule a screening call with one of our Global Recruiters
Next, candidates will be invited to schedule a first interview with the SDR Manager for the region they have applied for
Candidates will then be invited to schedule an interview with a regional leader
Following successful interviews, candidates will then be invited to complete a final writing assessment

Additional details about our process can be found on our hiring page.

About Gitlab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 2,200 people worldwide have contributed. We are an active participant in this community, trying to serve its needs and lead by example. We have one vision: everyone can contribute to all digital content, and our mission is to change all creative work from read-only to read-write so that everyone can contribute.

We value results, transparency, sharing, freedom, efficiency, self-learning, frugality, collaboration, directness, kindness, diversity, inclusion and belonging, boring solutions, and quirkiness. If these values match your personality, work ethic, and personal goals, we encourage you to visit our primer to learn more. Open source is our culture, our way of life, our story, and what makes us truly unique.

Top 10 Reasons to Work for GitLab:

Mission: Everyone can contribute
Results: Fast growth, ambitious vision
Flexible Work Hours: Plan your day so you are there for other people & have time for personal interests
Transparency: Over 2,000 webpages in GitLab handbook, GitLab Unfiltered YouTube channel
Iteration: Empower people to be effective & have an impact, Merge Request rate, We dogfood our own product, Directly responsible individuals
Diversity, Inclusion & Belonging: A focus on gender parity, Team Member Resource Groups, other initiatives
Collaboration: Kindness, saying thanks, intentionally organize informal communication, no ego
Total Rewards: Competitive market rates for compensation, Equity compensation, global benefits (inclusive of office equipment)
Work/Life Harmony: Flexible workday, Family and Friends days
Remote Done Right: One of the world's largest all-remote companies, prolific inventor of remote best practices

See our culture page for more!

Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto and guides.

Last modified May 19, 2023: Adding new roles (b88e5bb)