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Sales Development Representative


Levels

Associate SDR

The Associate SDR reports to the SDR Manager.

Associate SDR Job Grade

The Associate SDR is a grade 5.

Associate SDR 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

Associate SDR Requirements

  • 6 plus months of 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

SDR (Intermediate)

SDR (Intermediate) reports to the SDR Manager.

SDR (Intermediate)

The Associate SDR is a grade 5.

SDR (Intermediate) Responsibilities

  • Extends Associate the SDR responsibilities
  • Effectively manage inbound lead flow as well as executing outbound prospecting initiatives
  • 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
  • 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!

SDR (Intermediate) Requirements

  • Extends the Associate SDR 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.
  • 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 and LinkedIn
  • 2+ years work experience in a professional environment
  • Previous tech industry experience or experience in sales development, marketing and/or sales is a plus
  • Outbound prospecting experience is a plus
  • Globally we require excellent written and spoken English which is our company language

SDR (Intermediate - Level I)

  • Learning and Development: Complete onboarding issues and pass SDR Technical Development Training Level I in your first 180 days
  • Performance: The SDR must achieve 80% attainment for their total quota during months 1-3.

  • Example
    • Month 1 quota 0
    • Month 2 quota 6
    • Month 3 quota 12
    • Total onboarding quota = 18, 80% performance expectation = 14.4, rounded to 14. SDR must achieve a minimum attainment of 14 to remain in their role.

SDR (Intermediate - Level II)

  • Learning and Development: Pass SDR Technical Development Training Level I and Training Level II
  • Performance: Consecutively meet or exceed quotas for two quarters after achieving SDR Level I. This does not include ramped months.

Senior SDR

The Senior SDR reports to the SDR Manager.

Senior SDR Grade Level

The Senior SDR is a grade 5.

Senior SDR Responsibilities

  • Extends that of the SDR (Intermediate) responsibilities

Senior SDR Requirements

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

SDR Team Lead

The SDR Team Lead reports to the SDR Manager.

SDR Team Lead Job Grade

The SDR Team Lead is a grade 6.

SDR Team Lead Responsibilities

  • Extends that of the SDR (Intermediate) responsibilities

SDR Team Lead Requirements

  • Extends that of the SDR (Intermediate) requirements
  • Complete requirements for previous SDR levels

  • 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.

Specialties

SDR (Public Sector)

SDR (Public Sector) Responsibilities

  • Extends that of the Junior SDR, SDR (Intermediate) or Senior SDR responsibilities
  • Focus on Public Sector customers

SDR (Public Sector) Requirements

  • Extends that of the SDR Junior SDR, SDR (Intermediate) or Senior SDR requirements
  • Previous experience working with Public Sector based customers or teams

SDR (Land)

SDR (Land) focuses on acquiring new logos.

SDR (Land) Responsibilities

  • Extends that of the Junior SDR, SDR (Intermediate) or Senior SDR responsibilities
  • Leading account planning efforts and creating in-depth account plans for top focus accounts
  • Qualifying and converting marketing-generated leads (MQLs) and inquiries into sales accepted opportunities (SAOs)
  • 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

SDR (Land) Requirements

  • Extends that of the SDR Junior SDR, SDR (Intermediate) or Senior SDR 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
  • 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

SDR (Expand)

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

SDR (Expand) Responsibilities

  • Extends that of the Junior SDR, SDR (Intermediate) or Senior SDR 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.

SDR (Expand) Requirements

  • Extends that of the SDR Junior SDR, SDR (Intermediate) or Senior SDR requirements

Performance Indicators

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

Career Ladder

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.

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
  • Examples of the SDR living GitLab Values

SDR Performance Expectations

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.

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:

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

See our culture page for more!

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