Business Development Representative (Sydney or Melbourne)

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. * Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this role This position is based in Australia (remote) either in Sydney or Melbourne GitLab is looking for an enthusiastic and strategic Business Development Representative (BDR) to join our growing Go To Market team. As a BDR at GitLab, you will lead the initial outreach to targeted Enterprise and Mid-Market accounts in Australia, working in conjunction with our Field and Digital Marketing teams. In this role you will leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab's value proposition. You will be responsible for generating qualified meetings and pipeline for GitLab's Sales organization. Don't have extensive knowledge about GitLab yet? Don't worry! We have an extensive onboarding and training program at GitLab, and we will provide you with the necessary DevOps and GitLab knowledge to be successful in your role. What you’ll do Manage inbound lead flow and 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. Use business and industry knowledge to research accounts, identify key players, generate interest, identify compelling events, and develop accounts. Execute 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. Collaborate with Field and Corporate Marketing to drive attendance at regional marketing events. Attend field marketing events to engage with participants, identify opportunities, and schedule meetings. Act as a mentor for new BDR hires in helping them navigate their key accounts. Collaborate with Digital Marketing to develop targeted marketing tactics against your assigned target accounts. Share innovative ideas and collaborate with the team to continuously refine BDR strategies and drive measurable results. What you’ll bring Professional proficiency in English. Proficiency in other Asian languages is a plus. Positive and energetic phone skills, excellent listening skills, and strong writing skills. A self-starter with a track record of successful, credible achievements. Knowledge of business process, roles, and organizational structure. Experience in developing Enterprise and Mid-Market business in Australia Demonstrated persistence in meeting or exceeding targets through consistent follow-up, effective objection handling, and continuous improvement. Demonstrated interest in GitLab and the DevOps space, such as staying current on GitLab releases or industry trends. Proficient in using Salesforce (incl. Salesforce reporting) and LinkedIn. Proficiency in other prospecting tools (Zoominfo, Cognism, Outreach, 6Sense, etc.) is a plus. Previous tech industry experience; experience in sales develo