• Develop new business opportunities from net-new greenfield accounts that align with runZero’s ICP • Find and qualify leads through outbound prospecting methods using our sales automation tools • Work cross-functionally with multiple stakeholders (account executives, marketing, sales operations, fellow BDRs) • Oversee and maintain a pipeline of interested prospects, while strategically partnering with account executives to create and utilize playbooks to win prioritized accounts • Create account plans by conducting research and synthesizing information and other materials that reflect a grasp of runZero’s customers’ needs and how runZero delivers value • Write emails and letters you'd love to open; ask compelling questions • Help drive target contacts to attend marketing events and reply to our campaigns by following up on Account-Based Marketing campaigns and partnering with Marketing • Complete accurate tracking of communication with current and potential customers in our CRM

Role Description TekModo is actively seeking experienced, self-motivated Independent Manufacturers’ Representatives to develop and manage regional sales territories across the United States. This is a pure commission-based, 1099 independent contractor relationship — ideal for reps who already carry complementary industrial, plastics, or materials product lines and are looking to add a high-value, differentiated HDPE and ABS sheet lines to their portfolio. As TekModo’s sales footprint expands nationally, we are looking for reps with established relationships who can hit the ground running. There is no requirement to exclusively represent TekModo — we welcome reps who carry up to three non-competing, complementary lines. Reps carrying more than three active lines may be asked to confirm adequate focus and activity levels for TekModo as outlined in the representative agreement. Qualifications - Have an established book of business in marine, cargo, transportation, food processing, railroad, or industrial distribution markets. - Are currently calling on OEM manufacturers, fabricators, distributors, or industrial end-users who purchase or specify plastic sheet, liner, or composite materials. - Carry up to three complementary, non-competing product lines (e.g., composite panels, rubber, gasket, foam, fiberglass, metal, or other industrial materials). Lines that directly compete with HDPE sheet products are not permitted. - Have experience selling technical or engineered material products — you are comfortable discussing specifications, test data, and application engineering. - Operate as an independent manufacturers’ representative (1099) and are registered with MANA or a recognized rep association. - Are self-directed, relationship-focused, and capable of managing a regional territory with minimal administrative overhead. Requirements - Minimum 3–5 years of industrial, plastics, composites, or materials sales experience preferred. - Demonstrated success selling into one or more of TekModo’s core end markets. - Ability to identify, qualify, and develop new accounts while growing existing relationships. - Comfortable with technical data sheets, ASTM test standards, and application-level product discussions. - Familiarity with sustainability selling (LEED, PCR content, carbon footprint) is a plus but not required.

• Achievement of Sales Targets: Consistently meet or exceed assigned sales targets and key performance indicators (KPIs) on a quarterly and annual basis. • Develop and implement a strategic business development plan in the northern Poland, aligned with company objectives and market trends. • Identify, evaluate, and onboard new partners across the region, ensuring coverage in key markets and verticals. • Identify and pursue new business opportunities that align with the company's growth strategy. • Develop and maintain relationships with key clients, partners, and stakeholders. • Conduct market research to identify new trends, opportunities, and potential risks. • Analyze market data to develop and execute effective sales strategies. • Collaborate with cross-functional teams to ensure the successful delivery of products and services. • Prepare and deliver presentations to potential clients and partners. • Negotiate contracts and agreements with clients and partners. • Manage and prioritize multiple projects and initiatives simultaneously.

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 and/ 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 $59,000—$84,000 USD How GitLab Supports Full-Time Employees - 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.