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.
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
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.
