Business Development Representative - EMEA, Russian Speaking

Business Development Representative - EMEA, Russian Speaking

Remote, Europe

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, accelerating human progress by breaking down barriers and redefining what’s possible in software development.

An overview of this role

This position is 100% remote and will be based in the United Kingdom, Netherlands, Germany or Ireland.

We are searching for an enthusiastic and strategic Business Development Representative (BDR) to join our growing Sales team. As a BDR at GitLab, you will lead the initial outreach to targeted Enterprise and Mid‑Market accounts, working closely with Field, Digital Marketing, Sales and Customer Success teams. You will apply creative marketing and sales tactics to prospect and engage multiple buyer personas, generate qualified meetings and build pipeline for our Sales organization.

What you’ll do

• Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory.
• Conduct high‑level discovery conversations with target accounts to understand business needs, qualify opportunities and create Sales Accepted Opportunities (SAOs).
• Meet or exceed monthly and quarterly BDR‑sourced SAO targets by consistently converting qualified prospects into opportunities.
• Research and prioritize target accounts, identify key players and uncover compelling events to develop tailored outreach strategies.
• Execute a multi‑touch outreach cadence (call, email, social, etc.) to all prospects in your assigned territory using Outreach.io to maximize engagement and conversion rates.
• Manage, track and accurately report all prospecting activities and pipeline in Salesforce to provide clear visibility into performance and forecast.
• Collaborate with Field, Corporate, Digital Marketing, Sales and Customer Success teams to build targeted account lists, campaigns and call strategies, and attend regional marketing events to generate leads and drive qualified SAOs.
• Document and continuously improve BDR processes in the GitLab handbook, mentor new BDR hires and help them ramp quickly.

What you’ll bring

• Fluency in Russian is required; proficiency in Ukrainian is a plus.
• Positive and energetic phone skills, excellent listening and strong writing skills.
• Meet or exceed daily, weekly and monthly KPIs.
• Proven experience taking initiative and driving projects or activities to successful outcomes.
• Alignment with our values and working in accordance with those values.
• Knowledge of business processes, roles and organizational structure.
• Demonstrated persistence in pursuing goals, learning from setbacks and continuously improving to achieve strong results.
• Passion about being part of GitLab’s journey.
• Proficiency in using Salesforce and LinkedIn Sales Navigator.
• Previous tech industry experience or experience in sales development, marketing or sales is a plus.
• Proficiency in English, our company language, is required for effective communication.

About the team

As part of GitLab’s growing Sales team, you will work closely with Field and Digital Marketing teams, as well as Sales and Customer Success teams. We provide extensive onboarding and training to ensure you have the DevOps and GitLab knowledge needed to succeed.

Equal Employment Opportunity Statement

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, national origin, age, citizenship, marital status, mental or physical disability, genetic information, protected veteran status 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.