Welcome to GitLab and congratulations on landing a job with the best open source tech company! We are excited to have you join the team and look forward to working closely with you and seeing you grow and develop into a top performing salesperson.
As a BDR (Business Development Representative) your focus will be on qualifying inbound leads. On this team we work hard, but have fun too. We will work hard to guarantee your success if you do the same. We value results, transparency, sharing, freedom, efficiency, frugality, collaboration, directness, kindness, diversity, solutions, and quirkiness.
Being a BDR can come with what seems like long days, hard work, frustration, and even at times, failure. If you have the right mindset and come to work with a tenacious, hungry attitude you will see growth personally and in your career. GitLab is a place with endless opportunity. Let’s make it happen!
As a BDR, you will be dealing with the front end of the sales process. You play a crucial role that helps bridge the gap between sales and marketing. You will be tasked with generating qualified opportunities for GitLab as you look for leads, research companies, industries, and different roles.
As you gain knowledge, you will be able to aid these key players in solving problems within the developer lifecycle. There are numerous resources at your fingertips that we have created to help you in this process. You have:
You will be assigned an onboarding issue by Peopleops. Tasks in the issue will fill up the majority of your first week. This is a step by step guide/checklist to getting everything in your arsenal set up, such as equipment, tools, security, and your Gitlab.com account. These todo’s provide you with the fundamentals.
BDR Weekly Onboarding Schedule - This 3 week schedule will get you up to speed with the basics of BDRing.
A Marketing Qualified Lead (MQL) is a lead that reaches a certain point threshold (90 pts) based on a demographic information, engagement, and/or behavior. Each BDR will be placed into the Marketo Queue and will receive a high volume of MQLs to work. Criteria for those leads are set by Marketo and the Lead Generation team. We have two MQL buckets: (1) hand raisers and (2) passive leads.
Hand raisers are leads who have filled out a sales contact us form or signed up for a free EE trial. These leads are automatic MQLs regardless of demographic information because they have exhibited clear interest in GitLab’s ability to fulfill a software need.
Passive leads are leads who have not filled out a contact us form or signed up for a free EE trial. For a passive lead to become an MQL, they must meet our minimum lead score of 90 pts. A passive lead becomes a MQL via a combination of demographic score and behavior/engagement score.
Because these leads can MQL without showing clear interest in GitLab paid products, they are routed to Business Development Representatives (BDRs) to qualify and assess sales-readiness.
What leads to qualify, how to do it, and who to send them to.
AM = Account Manager
AE = Account Executive
RD = Regional Director
BDR = Business development Rep
SDR = Sales Development Rep (FKA Outbound BDR)
CS = Customer Success (Sales Engineer)
Sales Admin = Sales Administrator (US and EMEA)
TEDD = Technology, Engineering, Development and Design dataset from Discover.org
(can be found on account page in Salesforce)
Strategic = 10,001+ users
Large = 751-10,000 users
Mid Market = 101-750 users
SMB (Small Medium Business) = 1-100 users
Asia Pacific RD = Michael Alessio
Europe, Middle East, and Africa RD = Richard Pidgeon
RD = Mark Rogge
RD = Haydn Mackay
Director of Federal Sales = Paul Almeida
If Large or Strategic from unowned account or account record does not exist in SFDC, assign and notify the RD in the correct region
If Large or Strategic from owned account, assign to SDR for that account. If no SDR assigned, assign to the account owner
If MidMarket current customer assign to AM. If Large or Strategic current customer assign to account owner
If none of the above BDR is empowered to handle
If the lead is an existing customer in SFDC - Do not qualify, pass it to the account owner
All SMB opportunities assign to Sales Admin (Chet for NA, Conor for EMEA, Julie for APAC)
Only work new business leads
Lead Source is set upon first "known" touch attribution. It should never be changed or overwritten. If merging leads, keep the Lead Source that was created first (if you can tell). If creating a Lead/Contact and you are unsure what Lead Source to use, ask on #Lead-Questions channel in Slack.
Lead status definitions are in the process of changing/transitioning, if you have questions about current status please ask in #Lead-Questions channel on Slack.
Three things in three minutes about the:
Purpose: To qualify leads faster and more accurately (SQL Qualification Criteria) than in an email exchange.
Process: In your reply message to setup/initiate a call, ask a few of your normal BDR questions to prep for the call. To save a step in emails include your Calendly link so leads may schedule the call directly.
“Hi (lead name), this is (BDR) from GitLab. How are you today?” “Great, is now still a good time to talk about (primary issue)?”
After you’ve established the conversation is good to move forward, ask questions and guide the conversation in a way that enables the lead to tell you what their issue/problem is while also providing answers to the SQL QC. Your primary role is to gather information, and decide more appropriately how to provide assistance and/or qualify the lead for a call with an AE.
“Great (lead name), thank you for sharing that information. I have a better feel now for how to move forward with your request/issue. I’m going to follow-up with an email recapping what we discussed, send over that documentation I promised and get you in touch with (account executive)”
Your goal is to generate Sales Qualified Leads (SQLs) by gathering all pertinent information needed for an Account Executive to take action. Some examples of sales qualification questions can be found here.
When you have successfully qualified a lead, you will need to create an opportunity and handoff the lead to the assigned Account Executive (AE)/Account Owner.
Before a lead is converted or an opportunity is created the following must occur:
This document provides a step by step process on how to convert a lead to an opportunity. It includes the following information:
Schedule a Discovery Call with the Account Owner/AE
Full-time BDRs have a significant portion of their pay based on performance and objective attainment. Performance based "bonuses" are based quota attainment.
Actions for obtaining results will be prescribed and measured, but are intentionally left out of bonus attainment calculations to encourage experimentation. BDRs will naturally be drawn to activities that have the highest yield, but freedom to choose their own daily activities will allow new, higher yield activities to be discovered.
Don't hesitate to ping one of your colleagues with a question, or someone on the team who specializes in what you're searching for. Everyone is happy to help, and it's better to get your work done faster with your team, than being held up at a road block.
The handbook says “You should have clear objectives and the freedom to work on them as you see fit. Any instructions are open to discussion. You don’t have to defend how you spend your day. We trust team members to do the right thing instead of having rigid rules”.
You can connect with whomever you please. Check out the Team Page for ideas. Though you will be working most closely with the Sales and Marketing teams, it is encouraged you get to know people all around the organization.