GitLab is an open-core software company that develops the most comprehensive AI-powered DevSecOps Platform, used by more than 100,000 organizations. Our mission is to enable everyone to contribute to and co-create the software that powers our world. When everyone can contribute, consumers become contributors, significantly accelerating human progress. Our platform unites teams and organizations, breaking down barriers and redefining what's possible in software development. Thanks to products like Duo Enterprise and Duo Agent Platform, customers get AI benefits at every stage of the SDLC.
The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software.
This position is 100% remote and will be based in the United States and Canada
GitLab is looking for an enthusiastic and strategic Spanish speaking Business Development Representative (BDR) to join our growing Sales team. As a BDR at GitLab, you get the opportunity to lead the initial outreach to targeted Enterprise and Mid Market accounts working in conjunction with the Field and Digital Marketing teams as well as the Sales and Customer Success teams. In this role you'll leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab's value. You'll be responsible for generating qualified meetings and pipeline for GitLab's Sales organization. Our BDRs come from a diverse background. Many have worked in closing roles previously or managed teams. We have an extensive onboarding and training program at GitLab and you'll be provided with necessary DevOps and GitLab knowledge to fulfill your role.
What you’ll do- Drive fully outbound, high-volume prospecting in the Southern LATAM territory, focusing on Spanish-speaking accounts and using phone, email, and LinkedIn outreach to generate qualified meetings and build a healthy pipeline for your Account Executives
- Conduct high-level discovery conversations with target accounts to understand business needs, qualify opportunities, and create Sales Accepted Opportunities (SAOs).
- Research and prioritize target accounts using business and industry knowledge to identify key players, uncover compelling events, and develop tailored outreach strategies that increase response and meeting-booked rates in your territory
- Collaborate closely with 2–6 Account Executives in your region to align on target accounts, messaging, and follow-up plans, ensuring smooth handoffs and strong meeting quality.
- Manage and update prospect and account data in Salesforce while executing sequences and cadences in Outreach to maintain accurate records, predictable workflows, and reliable reporting on BDR-sourced pipeline
- Partner with sales leadership and enablement to ramp quickly, meet ramp expectations starting in your first month on quota, and refine your approach based on feedback and performance data.
- Stay organized and self-directed in a remote environment, owning your calendar, priorities, and follow-through across multiple accounts, tools, and internal stakeholders.
- Communicate proactively with your manager and cross-functional partners by sharing insights from customer conversations, documenting and improving Business Development Representative processes in the GitLab handbook, and mentoring new BDR hires to help them ramp quickly and succeed in key accounts
- Professional fluency in Spanish and English to support customers and internal teams across the LATAM region
- Positive and energetic phone skills, excellent listening skills, and strong writing skills.
- Previous tech industry experience; experience in sales development, marketing, and/or sales; and outbound prospecting experience.
- Comfort with high-volume, multichannel outreach, including cold calling, email, and LinkedIn messages, and tracking activity against clear KPIs.
- Demonstrated persistence in meeting or exceeding targets through consistent follow-up, effective objection handling, and continuous improvement.
- Familiarity with CRM and social selling tools (such as Salesforce and LinkedIn) and ability to quickly learn new sales technologies.
- Proven self-starter with a track record of taking initiative and independently driving projects or activities through to successful outcomes
- Demonstrated interest in GitLab and the DevOps space, such as staying current on GitLab releases or industry trends.
As part of GitLab's growing Sales team, you will work closely with the Field and Digital Marketing teams, as well as the Sales and Customer Success teams. Our BDRs come from diverse backgrounds, and we provide extensive onboarding and training so you have the DevOps and GitLab knowledge you need to succeed.
The base salary range for this role’s listed level is currently for residents of the United States only. This range is intended to reflect the role's base salary rate in locations throughout the US. Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, alignment with market data, and geographic location. The base salary range does not include any bonuses, equity, or benefits. See more information on our benefits and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary.
- Benefits to support your health, finances, and well-being
- Flexible Paid Time Off
- Team Member Resource Groups
- Equity Compensation & Employee Stock Purchase Plan
- Growth and Development Fund
- Parental leave
- Home office support
Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application.
Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.
Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us.
GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.
