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Sales Development Representative

Job Description

If you love talking about tech, learning about the latest and greatest, and want to continue to grow your career in software sales, GitLab's Sales Development Representative (SDR) role could be a role worth exploring for you. In addition to having an affinity for tech and experience in sales, we want to build a team that thrives on asking questions, addressing challenges, and nurturing customers. A successful SDR will take initiative to meet sales goals, qualify leads, build positive and lasting relationships with prospective clients, and support future and existing clients in their adoption of GitLab. Most importantly, our marketing team, including SDRs will use GitLab itself to document and update sales best practices and the company handbook. As part of our marketing organization, the SDR will report to the Territory SDR Manager, and will work very closely with both Strategic Account Leaders (SAL) and Regional Directors (RDs).





After attaining an SDR 2 role, you can expect an increase in your compensation and your pipeline generating targets. You will also discuss your ideal career path with your manager and set action steps to achieve it. Topics of discussion should consist of functionalities of interest and steps to be taken by both SDR and Manager to get there. For a minimum of 6 months in the SDR 2 role, you will continue improving your sales skills while also aiding in the development of these skills with other members of your teams through training and coaching. Upon reaching target goals and acquiring certification on these skills, the next step is an SDR 3 role. All the while the SDR and Manager should have clear conversations and setting milestones around career progression at GitLab.




After attaining an SDR 3 role, you can expect an increase in compensation and a reduction in your Sales targets as the SDR 3 role is a team coach and mentor for more junior members of the team. You will receive substantial Sales training to expand your current knowledge into pricing conversations and negotiations. You will be expected to pass this knowledge along to your team and set them up for success in their individual performance. Upon reaching target goals and acquiring certification on these skills, the next career step is either an SDR Management role or a career branch into another function in GitLab. The next step should be driven by the SDR and Manager together.



Team Lead

The SDR Team Lead is a step in the career path geared towards SDRs getting exposed to what it’s like to manage a team at GitLab. You’ll need to have stellar organizational and time management skills because you will be taking point on various SDR leadership tasks such as: on-boarding new employees, managing event followup, interviewing, etc. all while continuing to exceed your quota targets. The SDR Team Lead will also be included in some management level meetings. This concept is to help foster those who have expressed interest in leading a team and progressing to management within GitLab.



SDR, Acceleration

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.



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 her/his job title on our team page.

Additional details about our process can be found on our hiring page.


Please note that if we are actively hiring for a position, you will see it listed on our jobs page, where all of our current openings are advertised. To apply, please click on the name of the role you are interested in, which will take you to our applicant tracking system (ATS), Greenhouse.

Avoid the confidence gap; you do not have to match all the listed requirements exactly to apply. Our hiring process is described in more detail in our hiring handbook.

About GitLab

GitLab Inc. is a company based on the GitLab open-source project. GitLab is a community project to which over 1,000 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, frugality, collaboration, directness, kindness, diversity and inclusion, 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. Work with helpful, kind, motivated, and talented people.
  2. Work remote so you have no commute and are free to travel and move.
  3. Have flexible work hours so you are there for other people and free to plan the day how you like.
  4. Everyone works remote, but you don't feel remote. We don't have a head office, so you're not in a satellite office.
  5. Work on open source software so you can interact with a large community and can show your work.
  6. Work on a product you use every day: we drink our own wine.
  7. Work on a product used by lots of people that care about what you do.
  8. As a company we contribute more than we take, most of our work is released as the open source GitLab CE.
  9. Focused on results, not on long hours, so that you can have a life and don't burn out.
  10. Open internal processes: know what you're getting in to and be assured we're thoughtful and effective.

See our culture page for more!

Work remotely from anywhere in the world. Curious to see what that looks like? Check out our remote manifesto.