Business Development Representative (AMER- PubSec)

An overview of this role

This position is 100% remote and will be based in the United States.

As a Business Development Representative (BDR) focused on US public sector federal system integrators (FSI), you'll help GitLab grow its presence with the contractors that power much of the US government’s technology work. You'll own outbound prospecting and pipeline generation and build a strong understanding of the public sector landscape. In this role, you'll work closely with 3-4 Account Executives on a strategic, growth-focused book of FSI accounts. Together you'll identify key opportunities, expand relationships within existing customers, and bring new integrators into GitLab’s ecosystem. You'll join a high-performing, growing public sector BDR team with clear onboarding, additional US public sector training, and a strong track record of internal promotions. This gives you space to build a long-term career in public sector sales and make a visible impact in your first year.

What you’ll do

• Drive high-volume prospecting into US public sector federal system integrator (FSI) accounts through a balanced mix of calls, emails, and LinkedIn outreach aligned with BDR AMER activity expectations.
• Collaborate closely with 3-4 Account Executives to understand their territories, priorities, and account plans, turning that insight into targeted campaigns and qualified pipeline.
• Grow and deepen engagement within strategic FSI accounts by identifying new stakeholders, mapping account structures, and uncovering new opportunities.
• Qualify inbound and outbound interest in GitLab’s AI-powered DevSecOps platform, ensuring a strong fit and smooth handoff to sales partners.
• Use GitLab’s sales tools and systems to track activities, maintain accurate account and contact data, and report on pipeline and performance trends.
• Partner with public sector and enablement teams to apply specialized training on US public sector and FSI to your day-to-day prospecting strategy.
• Contribute to continual improvement of outreach messaging, playbooks, and processes by sharing feedback from prospects and AEs with the wider BDR and public sector teams.

What you’ll bring

• Proven experience operating as a Business Development Representative or in a similar role focused on outbound prospecting and pipeline generation
• Experience prospecting into Department of Defense (DoD) and/or Federal Systems Integrators (FSI), like government contractors
• Excitement for GitLab’s Public Sector mission
• Ability to quickly learn new processes and tools that are critical to success as a BDR (Outreach, Zoominfo, Cognism, Salesforce, LinkedIn Sales Navigator, etc)
• Positive and energetic phone skills, excellent listening skills, strong writing skills
• Meet or exceed daily, weekly and monthly KPIs
• 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
• Globally we require excellent written and spoken English which is our company language

About the team

The public sector BDR team focuses on creating qualified pipeline and long-term opportunities within GitLab’s US federal business, and this BDR role is dedicated to our federal system integrator (FSI) segment. The team is a growing, high-performing group that currently includes 7 BDRs across sub-verticals like FSI, Department of Defense, civilian agencies, and state, local, and education, partnering closely with 3-4 Account Executives on strategic federal contractor accounts. The team works fully remotely and collaborates asynchronously across US regions, aligning to shared prospecting processes and public sector-specific enablement while leveraging GitLab’s established name recognition in government. Current priorities include deepening relationships and driving growth within key FSI accounts, supporting new logo acquisition through targeted prospecting, and building repeatable motions tailored to the unique needs and buying patterns of the federal contracting ecosystem.