[All remote jobs](https://jobicy.com/jobs.md)[![GitLab logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/12/WRILS-201207055737-109952.jpg)](https://jobicy.com/company/gitlab.md)[GitLab](https://jobicy.com/company/gitlab.md) # Business Development Representative, SLED – West AI Summary GitLab is seeking a remote Business Development Representative to prospect State, Local, and Education (SLED) accounts across the US West region. The role focuses on outbound prospecting, inbound lead management, discovery conversations, and creating qualified meetings and sales pipeline. The BDR will partner closely with sales and marketing teams, maintain activity data in Salesforce, and use tools such as Outreach, ZoomInfo, Cognism, and LinkedIn Sales Navigator. Candidates need prior outbound technology sales development experience, SLED market exposure, strong written and phone communication, and the ability to work independently in a distributed environment.[Apply for this job](#job-application)[View company](https://jobicy.com/company/gitlab.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 74,200–84k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished12 Nov 2026Apply before12 Dec 2026Listing views37Application actions4Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. [GitLab](https://jobicy.com/company/gitlab.md) is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. 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](https://www.youtube.com/watch?v=OuZIb5zszQI) as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. ### An overview of this role This position is 100% remote and open to candidates based in the United States who reside in the Pacific Time Zone (PST). GitLab is looking for an enthusiastic and strategic Business Development Representative – US State/Local & EDU (SLED), to join our growing Business Development team. As a BDR at GitLab, you get the opportunity to lead the initial outreach to targeted US SLED working in conjunction with the Field and Digital Marketing teams. In this role you will leverage creative marketing and sales tactics to prospect and engage with multiple buyer personas and roles to introduce GitLab’s value. You will be responsible for generating qualified meetings and pipeline for GitLab’s Sales organization. Don’t have a ton of knowledge about GitLab yet? Don’t worry. We have an extensive onboarding and training program at GitLab and you will be provided with necessary DevOps and GitLab knowledge to fulfill your role. ### What you’ll do * Effectively conduct outbound prospecting initiatives in collaboration with SLED sales counterparts as well as managing inbound lead flow. * Conduct high-level discovery conversations in target accounts * Meet or exceed BDR-sourced First Order, Stage 1, and Stage 3 pipeline targets * 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 prospects in your assigned territory * 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 Business 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 ### What you’ll bring * Experience prospecting into State/Local Agencies, as well as the EDU sector * Previous tech industry experience in an outbound sales development role is required. * 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 * Ability to quickly learn new processes and tools that are critical to success as a BDR (Outreach, Zoominfo, Cognism, Salesforce, LinkedIn Sales Navigator, etc) * The ability to travel for events such as trainings, team offsites, customer meetings, etc. * Globally we require excellent written and spoken English which is our company language ### About the team 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. You’ll partner with Account Executives, working fully remote and distributed across multiple U.S. time zones, collaborating asynchronously through GitLab, video calls, and shared playbooks. This role provides a clear path for advancing to an Account Executive position within GitLab. Remote-Global 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](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/) and [equity](https://about.gitlab.com/handbook/stock-options/). Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range $74,200—$84,000 USD ### How GitLab Supports Full-Time Employees * [Benefits to support your health, finances, and well-being](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/) * [Flexible Paid Time Off](https://handbook.gitlab.com/handbook/people-group/time-off-and-absence/time-off-types/#flexible-paid-time-off-pto) * [Team Member Resource Groups](https://handbook.gitlab.com/handbook/company/culture/inclusion/tmrg-tmag/) * [Equity Compensation & Employee Stock Purchase Plan](https://handbook.gitlab.com/handbook/total-rewards/stock-options/) * [Growth and Development Fund](https://handbook.gitlab.com/handbook/people-group/learning-and-development/growth-and-development/) * [Parental Leave](https://about.gitlab.com/handbook/total-rewards/benefits/general-and-entity-benefits/#parental-leave) 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](https://about.gitlab.com/company/culture/inclusion/#examples-of-select-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.](https://handbook.gitlab.com/handbook/hiring/candidate-faq/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](https://about.gitlab.com/handbook/people-policies/inc-usa/#equal-employment-opportunity-policy) and [EEO is the Law](https://about.gitlab.com/handbook/labor-and-employment-notices/#eeoc-us-equal-employment-opportunity-commission-notices). If you have a disability or special need that requires [accommodation](https://about.gitlab.com/handbook/people-policies/inc-usa/#reasonable-accommodation), please let us know during the [recruiting process](https://about.gitlab.com/handbook/hiring/interviewing/#adjustments-to-our-interview-process). Show more [Apply now >](https://jobicy.com/jobs/161654-business-development-representative-sled-west.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 4/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a target-driven sales development role requiring consistent high-volume outreach, account research, and disciplined pipeline management. SLED prospecting adds complexity because public-sector and education buyers often have specialized stakeholders and purchasing processes. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$79,100US market range (per year)$70k–$90k0$99.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses a US base salary range of $74,200 to $84,000 USD. The annual period is inferred from the full-time US professional sales role and the stated base-pay range; incentive pay of up to 100% of base salary is separate and excluded from the base-pay estimate. The midpoint base salary is $79,100 per year, while the estimated US market base range for a SLED-focused BDR is $70,000 to $90,000 per year. ## Core skills Skills and capabilities most closely associated with this opportunity. [Outbound Prospecting](https://jobicy.com/jobs?search_keywords=Outbound%20Prospecting.md)[SLED Sales](https://jobicy.com/jobs?search_keywords=SLED%20Sales.md)[Sales Development](https://jobicy.com/jobs?search_keywords=Sales%20Development.md)[Lead Qualification](https://jobicy.com/jobs?search_keywords=Lead%20Qualification.md)[Discovery Calls](https://jobicy.com/jobs?search_keywords=Discovery%20Calls.md)[Pipeline Generation](https://jobicy.com/jobs?search_keywords=Pipeline%20Generation.md)[Account Research](https://jobicy.com/jobs?search_keywords=Account%20Research.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Outreach](https://jobicy.com/jobs?search_keywords=Outreach.md)[LinkedIn Sales Navigator](https://jobicy.com/jobs?search_keywords=LinkedIn%20Sales%20Navigator.md)[ZoomInfo](https://jobicy.com/jobs?search_keywords=ZoomInfo.md)[Cognism](https://jobicy.com/jobs?search_keywords=Cognism.md)[Email Outreach](https://jobicy.com/jobs?search_keywords=Email%20Outreach.md)[Phone Prospecting](https://jobicy.com/jobs?search_keywords=Phone%20Prospecting.md)[Sales and Marketing Collaboration](https://jobicy.com/jobs?search_keywords=Sales%20and%20Marketing%20Collaboration.md) Sample interview questionsHow would you build an outbound prospecting strategy for a new SLED territory?I would segment the territory by agency type, education institution, size, technology maturity, and likely DevSecOps priorities. I would identify relevant decision-makers and technical influencers, create account-specific messaging, and use a coordinated cadence across email, phone, social outreach, and relevant events. I would review conversion data weekly and adjust targeting and messaging based on results. Describe how you conduct an effective first discovery conversation with a prospect. I begin by establishing the prospect's role and current priorities, then ask open questions about their software delivery process, security requirements, tooling, and business constraints. I listen for measurable pain points and the impact of those issues rather than moving immediately into a product pitch. I summarize what I heard, validate next steps, and determine whether an Account Executive should be involved. How do you maintain performance when facing high outreach targets and frequent rejection? I use a structured daily workflow that protects time for research, calling, follow-up, and CRM updates. I focus on controllable activities and use performance data to improve my approach instead of taking rejection personally. Regular feedback from teammates and small process improvements help me stay resilient and consistent. What Salesforce practices are essential for a BDR? A BDR should log outreach activities promptly, maintain accurate contact and account records, document discovery notes clearly, and update lead and opportunity stages according to defined criteria. Clean data makes handoffs to Account Executives more effective and allows the team to measure pipeline performance accurately. I also use dashboards to prioritize follow-up and monitor progress against KPIs. How would you tailor GitLab messaging for a state agency or educational institution? I would lead with the organization's likely needs around secure collaboration, compliance, operational efficiency, and reliable software delivery rather than generic technical features. For each account, I would research mission priorities, current initiatives, procurement context, and relevant stakeholders. I would then connect GitLab's DevSecOps platform to specific outcomes such as reducing tool sprawl, improving security visibility, and enabling development teams to deliver more effectively. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. Keep exploring ## Related remote jobs. * ![Halter logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/fe337305-221.png) Halter Nov 12 New ### [Territory Manager (East Central Missouri)](https://jobicy.com/jobs/161704-territory-manager-east-central-missouri.md) About Halter At Halter, we’re on a mission to enable farmers and graziers to run the most productive and sustainable operations. 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