Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What is The Role As the world leader in search-based solutions, we are empowering some of the most successful companies to solve their greatest data challenges. Elastic is building our next generation, global partner program and is looking for the linchpins of this initiative: top performing global partner managers (GPM). This role will be entirely focused on working with Tines, and building the global resell motions within Elastic to our customers, thru all of Elastic's channels and distributors. Elastic GPMs will enable key global partners to build best of class integrations, develop the marketing muscle for internal and external customers, and enable global field sales team. The right candidate will develop trusted advisor level relationships with senior executives and other important decision makers and influencers and will apply these relationships to establish Elastic, and the partner, as the preferred mutual partners to create new business opportunities. They will identify account needs and create compelling arguments for joint Elastic solutions to those needs, and they will be responsible for creating deal strategies and orchestrating deal team efforts to progress opportunities. What You Will Be Doing - Driving Sales Strategy - Deep understanding of the partner's decision maker’s strategies, priorities, needs and organizational structure. Develop effective and specific sales enablement plans to ensure revenue target delivery and balanced growth across geographies. Develop relationships in new and existing sales regions and demonstrate to drive strategy through organization. - Building Trust - Establish positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise). Actively understands Tines' and Elastic's strategic growth plans, technology strategy and the competitive landscape - Providing Account Leadership - Create & maintain actionable global partner plans to guide develop strategies and identify new business opportunities. Lead cross-functional relationships across Sales, Marketing, Legal, and Global Alliance organizations. Effectively apply in region and cross-functional resources to satisfy global collaborators and win new business opportunities - Articulating Elastic and Tines Use Cases Aligned to Customer Initiatives - Map key capabilities and joint use cases to customer budgeted initiatives. Align use case and customer potential return on investment, as well as headline messaging to drive forward use cases from pipe to close. - Leading Business Planning – Develop and deliver a comprehensive business plan to address the partnerships priorities and hurdles. Use value justification, benchmarking and return-on-investment data to support decision process - Conducting Pipeline Planning - Follow a well-adapted approach to maintaining a rolling pipeline. Collaborate with support organizations including marketing, alliance partners and channels - Demonstrating Elastic Proficiency – Be proficient with a working knowledge and understanding across all Elastic products and solutions - Initiate and facilitate conversations with key Elastic and Tines collaborators, identified through various business development activities, Salesforce, Crossbeam, Marketing events, lead generation campaigns, and more. - Support the Tines/Elastic partnership at various networking, industry, and enablement events - Track and maintain accurate records of prospect information and lead generation activities against targets and metrics - Collaborate with cross-functional teams including Sales, Marketing, Product, Engineering, Operations, and others. Work closely with the Elastic and Tines partner teams to align activities across all GTM motions. Develop and implement creative strategies, for sales plays, outreach pursuits, account mapping, and seller-to-seller engagement. What You Bring - Minimum 4 years sales/marketing experience with Elastic - Minimum 2 years experience with Tines - Strong history of dynamically improving B2B sales of high technology solutions - Experience becoming a trusted advisor to C-level executives - Existing network within Elastic and Tines across Sales, Marketing, Product Management - Superior communication and presentation skills - Ability to demonstrate thought leadership of global sales enablement - Ability to develop and implement the strategy that drives global partnership revenue growth - A self-starter approach, with a track record of hitting and exceeding goals. Coachability and a standout colleague mentality. An eye for detail, a curious nature and strong planning skills. Fluency in the English language - Bachelor’s degree or equivalent work experience Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable). The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $89,600—$141,700 USD The typical starting Target Variable range for this role is: $38,400—$60,700 USD The typical starting On-Target Earnings (OTE) range for this role is: $128,000—$202,400 USD Additional Information - We Take Care of Our People As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. - Competitive pay based on the work you do here and not your previous salary - Health coverage for you and your family in many locations - Ability to craft your calendar with flexible locations and schedules for many roles - Generous number of vacation days each year - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service - Up to 40 hours each year to use toward volunteer projects you love - Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.

Role Description The Business Development Representative in the Health Care Services industry plays a critical role in driving the growth and expansion of our organization by identifying and cultivating new business opportunities. This position focuses on building strong relationships with potential clients, understanding their needs, and effectively communicating how our health care solutions can address those needs. The successful candidate will collaborate closely with sales, marketing, and clinical teams to develop tailored proposals and strategies that align with market demands. By continuously researching industry trends and competitor activities, the representative will help position the company as a leader in health care services. Ultimately, this role is essential for increasing market share, enhancing client satisfaction, and contributing to the overall success of the organization. Qualifications - Bachelor’s degree in Business, Marketing, Health Care Administration, or a related field. - Proven experience in sales or business development, preferably within the health care services industry. - Strong communication and interpersonal skills with the ability to build rapport with diverse stakeholders. - Familiarity with CRM tools and sales pipeline management. - Ability to work independently and as part of a collaborative team in a fast-paced environment. - Experience working in SUD/Mental field. Requirements - Identify and qualify new business opportunities through research, networking, and outreach within the health care sector. - Engage with prospective clients via phone calls, emails, and meetings to understand their challenges and present appropriate health care service solutions. - Collaborate with internal teams to develop customized proposals and presentations that meet client requirements and regulatory standards. - Maintain accurate records of client interactions and sales activities using CRM software to track progress and forecast potential revenue. - Stay informed about industry trends, competitor offerings, and regulatory changes to provide insights that support strategic decision-making. Benefits - Medical Coverage – Three new BCBSAL medical plans with better rates, improved co-pays, and enhanced prescription benefits. - Expanded Coverage – Options for domestic partners and a wider network of in-network providers. - Mental Health Support – Improved access to services and a new Employee Assistance Program (EAP) featuring digital wellness tools like Cognitive Behavioral Therapy (CBT) modules and wellness coaching. - Voluntary Coverages – Pet insurance, home and auto insurance, family legal services, and more. - Student Loan Repayment – Available for nurses and therapists. - Retirement Benefits – 401(k) plan through Voya to help employees plan for the future. - Generous PTO – A robust paid time off policy to support work-life balance. - Voluntary Benefits for Part-Time Employees – Dental, vision, life, accident insurance, and telehealth options for those working 20 hours or more per week.

GitLab 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 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 roleThis position is 100% remote and will be based in the United States or Canada. GitLab is looking for an enthusiastic and strategic 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 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 AI-powered DevSecOps platform. 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 - Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory. - Generate New Logo opportunities and Growth opportunities on existing customer accounts. - 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 Sales Accepted Opportunity (SAO) targets (e.g., Stage 1 and Stage 3 opportunities) by consistently converting qualified prospects into opportunities. - Research and prioritize target accounts using business and industry knowledge to identify key players, uncover compelling events, and develop tailored outreach strategies. - Execute a multi-touch outreach cadence (call, email, social, etc.) to all prospects in your assigned territory using Outreach 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, and Digital Marketing, Sales, and Customer Success teams to build targeted account lists, campaigns, and call strategies. Attend regional marketing events to engage participants, generate leads, and drive qualified Sales Accepted Opportunities (SAOs). - Document and continuously improve Business Development Representative processes in the GitLab handbook in partnership with your Business Development Manager. Mentor new BDR hires to help them ramp quickly and navigate key accounts. What you’ll bring - Positive and energetic phone skills, excellent listening skills, strong writing skills. - Ability to prioritize tasks, manage a high volume of outreach, and consistently follow through on prospecting activities. - Proven experience taking initiative, persisting through setbacks, and independently driving projects or activities through to successful outcomes. - Alignment with our values and working in accordance with those values. - Knowledge of business process, roles, and organizational structure. - Proficiency in using Salesforce, Sales Navigator, and Outreach or similar prospecting and sequencing tools. - Proficiency in English, our company language, is required for effective communication. - Previous tech industry experience or experience in sales development, marketing, or sales is a plus. About the teamAs 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 and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range $49,980—$73,500 USD How GitLab will support you - 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.

GitLab 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 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 roleThis position is 100% remote and will be based in the United States or Canada. GitLab is looking for an enthusiastic and strategic Business Development Representative (BDR) to join our growing Sales team supporting our Financial Services segment. As a BDR at GitLab, you get the opportunity to lead the initial outreach to targeted 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 AI-powered DevSecOps platform. 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 - Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory. - Generate New Logo opportunities and Growth opportunities on existing customer accounts. - 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 Sales Accepted Opportunity (SAO) targets (e.g., Stage 1 and Stage 3 opportunities) by consistently converting qualified prospects into opportunities. - Research and prioritize target accounts using business and industry knowledge to identify key players, uncover compelling events, and develop tailored outreach strategies. - Execute a multi-touch outreach cadence (call, email, social, etc.) to all prospects in your assigned territory using Outreach 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, and Digital Marketing, Sales, and Customer Success teams to build targeted account lists, campaigns, and call strategies. Attend regional marketing events to engage participants, generate leads, and drive qualified Sales Accepted Opportunities (SAOs). - Document and continuously improve Business Development Representative processes in the GitLab handbook in partnership with your Business Development Manager. Mentor new BDR hires to help them ramp quickly and navigate key accounts. What you’ll bring - Experience prospecting into Financial Services accounts or familiarity with finserv buyer personas (e.g., CISOs, CTOs, DevOps leads at banks or insurers) is a strong plus. - Positive and energetic phone skills, excellent listening skills, strong writing skills. - Ability to prioritize tasks, manage a high volume of outreach, and consistently follow through on prospecting activities. - Proven experience taking initiative, persisting through setbacks, and independently driving projects or activities through to successful outcomes. - Alignment with our values and working in accordance with those values. - Knowledge of business process, roles, and organizational structure. - Proficiency in using Salesforce, Sales Navigator, and Outreach or similar prospecting and sequencing tools. - Proficiency in English, our company language, is required for effective communication. - Previous tech industry experience or experience in sales development, marketing, or sales is a plus. About the teamAs 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 across a Financial Services-focused territory, 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 and equity. Sales roles are also eligible for incentive pay targeted at up to 100% of the offered base salary. United States Salary Range $49,980—$73,500 USD How GitLab will support you - 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.