GitLab is looking for an enthusiastic and strategic Sales Development Representative (SDR), to join our growing Revenue Marketing team. As a SDR at GitLab, you get the opportunity to lead the initial outreach to targeted (Commercial or Enterprise) accounts working in conjunction with the 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. You will be responsible for generating qualified meetings and pipeline for the GitLab’s Sales organization.
We have an extensive onboarding and training program at GitLab and you will be provided with necessary DevOps and GitLab knowledge to fulfill your role.
Responsibilities
Effectively manage inbound lead flow as well as executing outbound prospecting initiatives
Conduct high-level discovery conversations in target accounts
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
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 SDR hires in helping them navigate their key accounts
Work in collaboration with Digital Marketing to develop targeted marketing tactics against your assigned target accounts
We’re a diverse team and we’re looking for you to bring your own unique flavor to the SDR role!
Requirements
Excited by the prospect of working cross-functionally with sales and different marketing departments. You'll have exposure to different departments like Sales, Marketing, Finance, Recruiting, Enablement, Engineering, etc. which will help you determine your career path at GitLab.
Learning and Development: Pass SDR Technical Development Training Level I and Training Level II Training Level III
Performance: Consecutively meet or exceed quotas for two quarters after achieving SDR 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.
SDR Promotion Process
When an SDR qualifies for a promotion, they need to make a copy of the SDR Promotion Template, complete the doc, and share with their Manager. The SDR Manager will confirm that all areas are complete before submitting the promotion in Bamboo.
**Required fields in the SDR Promotion Template:
Quarterly attainment details
List of Tanuki Tech courses required for promotion level
After one quarter of performing at a combined attainment of 80% or less of goal the SDR will receive a written warning of their performance. If in month 4 the SDR does not meet or exceed 80% of their combined goal they will go on a 30-day performance management plan. Performance management interventions are implemented by the SDR’s direct manager. Attainment is not the only reason for a performance improvement plan, additional information about GitLab code of conduct can be found here and how GitLab manages underperformance is detailed here.
As a member of the Sales Development Representative (SDR), Acceleration Team, you will work closely with the Field & Digital Marketing teams to accelerate prospect time-to-value. Proven outbound SDR or marketing experience is a must. You will also need to be well-versed with the DevOps conversations, GitLab value drivers, and account-based marketing (ABM) strategies. In addition to thinking creatively, you’ll need to have exceptional organizational and time management skills. Acceleration SDRs will be responsible for executing while planning and maintaining a roadmap for future campaigns.
Works with the GitLab field, digital, and product marketing teams to create targeted regional campaigns
Creates outbound campaign content based on the Command of Message (CoM) Framework and GitLab Value Drivers
Be able to identify where a prospect is in the sales and marketing funnel and nurture appropriately
Builds Account & Prospect Target Lists based on our ideal customer profile attributes
Executes targeted campaigns in specified regions
Schedule qualified meetings for Regional Sales and Sales Development Teams
Requirements
24 months of sales, outbound SDR, or related experience
Proficient with the CoM framework, GitLab value drivers, and SDR tools
Understanding of Account-based (ABM), Digital, and Field Marketing concepts
Exceptional time management and organizational skills
“Always-on” customer focus
Specialties
SDR (Public Sector)
SDR (Public Sector) Responsibilities
Extends that of the SDR
Focus on Public Sector customers
SDR (Public Sector) Requirements
Extends that of the SDR
previous experience working with Public Sector based customers or teams
Potential Career Path
Subject to business need, GitLab team members from the Sales Development Representative job family typically interview for roles such as: Manager, Sales Development, Inside Sales Representative, and Account Executive, SMB. All of these roles require a formal application and interview process, and are not considered a given promotion.
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
Successful candidates will subsequently be made an offer via phone or video
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:
Work with helpful, kind, motivated, and talented people.
Work remote so you have no commute and are free to travel and move.
Have flexible work hours so you are there for other people and free to plan
the day how you like.
Everyone works remote, but you don't feel remote. We don't have a head
office, so you're not in a satellite office.
Work on open source software so you can interact with a large community and
can show your work.
Work on a product you use every day: we drink our own wine.
Work on a product used by lots of people that care about what you do.
As a company we contribute more than we take, most of our work is released
as the open source GitLab CE.
Focused on results, not on long hours, so that you can have a life and
don't burn out.
Open internal processes: know what you're getting in to and be assured
we're thoughtful and effective.
