Business Development Representative (Sydney or Melbourne)

ABOUT THE ROLE GitLab is the intelligent orchestration platform that powers DevSecOps for more than 50 million users worldwide. As a Business Development Representative based in Sydney or Melbourne, you will be an early‑stage advocate for GitLab’s value proposition within Australia’s Enterprise and Mid‑Market segments. Your work will directly fuel the growth of our Go‑To‑Market engine, creating qualified opportunities that feed into the sales pipeline and help accelerate digital transformation for our customers. You will collaborate closely with Field, Digital Marketing, and Customer Success teams, leveraging GitLab’s unique culture of AI‑driven productivity and continuous learning to drive measurable impact. WHAT YOU'LL DO - Manage inbound lead flow and execute outbound prospecting initiatives across targeted accounts. - Conduct high‑level discovery conversations with key stakeholders to uncover pain points and articulate GitLab’s solution fit. - Meet or exceed BDR‑sourced Sales Accepted Opportunity (SAO) volume targets, ensuring a steady stream of qualified meetings for the Sales organization. - Partner with teammates to develop targeted lists, call strategies, and messaging that resonate with diverse buyer personas. - Use business and industry knowledge to research accounts, identify key players, generate interest, and develop compelling events that move prospects forward. - Execute a variety of touches—including calls, emails, and social outreach—using Outreach.io and other prospecting tools. - Track, report, and analyze all activities in Salesforce, providing insights that refine future outreach tactics. - Mentor new BDR hires, sharing best practices and guiding them through the early stages of account engagement. - Collaborate with Field and Digital Marketing to drive attendance at regional events and develop targeted marketing campaigns for assigned accounts. - Continuously share innovative ideas that refine BDR strategies and deliver measurable results. WHAT YOU'LL NEED - Professional proficiency in English; additional Asian language skills are a plus. - Positive, energetic phone presence, strong listening and writing skills, and a proven ability to build rapport quickly. - A self‑starter mindset with a track record of achieving or surpassing targets through disciplined follow‑up and objection handling. - Experience developing Enterprise and Mid‑Market business in Australia, with a deep understanding of business processes and organizational structures. - Familiarity with Salesforce, LinkedIn, and prospecting tools such as Outreach, Zoominfo, or 6Sense. - Prior tech industry experience in sales development, marketing, or outbound prospecting, and a genuine interest in the DevOps space. - Ability to thrive in a distributed, asynchronous environment, collaborating effectively through GitLab, video calls, and shared playbooks. WHY REMOTE GitLab’s remote culture is built on asynchronous collaboration, flexible schedules, and a commitment to work‑life balance. Teams across Australia work from any location, leveraging GitLab’s own platform to stay connected, share knowledge, and drive results without the constraints of a traditional office. This distributed model empowers you to focus on high‑impact activities, set your own rhythm, and balance professional growth with personal commitments—all while contributing to a global mission of transforming software development. BENEFITS - Comprehensive health coverage, including medical, dental, and vision plans. - Generous paid time off and a flexible holiday policy that respects your personal and cultural needs. - Remote work stipend to support a productive home office setup. - Annual learning budget for courses, certifications, and industry events. - Access to GitLab’s global benefits portal, wellness programs, and employee assistance resources.