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. As a Business Development Representative (BDR) focused on the Department of War (DoW), you'll help GitLab grow its presence across the military. You'll own outbound prospecting and pipeline generation while building a strong understanding of the DoW landscape and the technology priorities driving investment across the enterprise. In this role, you'll work closely with 3–4 Account Executives on a strategic, growth-focused book of DoW accounts. Together you'll identify key opportunities, expand relationships within existing customers, and bring new programs and partners into GitLab's ecosystem. You'll join a high-performing, growing public sector BDR team with clear onboarding, dedicated DoW-specific training, and a strong track record of internal promotions — giving you space to build a long-term career in federal sales and make a visible impact in your first year. What you’ll do - Drive high-volume prospecting into DoW accounts through a balanced mix of calls, emails, and LinkedIn. - Collaborate closely with Account Executives to understand their territories, priorities, and account plans, turning that insight into targeted campaigns and qualified pipeline. - Qualify inbound and outbound interest in GitLab's AI-powered DevSecOps platform, ensuring 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 DoW training 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 as a Business Development Representative or in a similar role focused on outbound prospecting and pipeline generation - Experience prospecting into DoD or federal accounts - Excitement for GitLab's Public Sector mission and an understanding of the technology challenges facing the DoW - Ability to quickly learn new processes and tools critical to BDR success (Outreach, Zoominfo, Cognism, Salesforce, LinkedIn Sales Navigator, etc.) - Positive and energetic phone skills, excellent listening skills, and strong written communication - Consistent track record of meeting or exceeding daily, weekly, and monthly KPIs - A self-starter with credible, documented achievements in a pipeline-focused role - You share our values and work in accordance with those values - Knowledge of business processes, organizational structure, and how decisions get made in large federal or defense organizations - Determined personality with a desire to grow and win in a complex, long-cycle sales environment - Passionate about being part of GitLab's journey - Excellent written and spoken English, our company language About the teamThe Public Sector BDR team focuses on creating qualified pipeline and long-term opportunities within GitLab's US Federal business. The team is a growing, high-performing group that includes BDRs across sub-verticals spanning the Department of the Air Force, Department of Defense, civilian agencies, FSI, and State, Local, and Education. 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 across the defense community. Current priorities include deepening relationships and driving growth within key DoW accounts, supporting new logo acquisition through targeted prospecting, and building repeatable motions tailored to the unique buying patterns and mission cycles of the Department of the Air Force enterprise. 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 $59,360—$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.

• Inbound-first: You handle inquiries and warm leads (website, email, LinkedIn, events) and ensure prompt responses (including a 24-hour response rule). • Qualify & coordinate: You qualify initial contacts, prioritize them and schedule analysis meetings with the responsible consultants — including next-step management ("no meeting without a follow-up"). • Follow-up & tracking: You take care of follow-ups, track open items and reduce "ghosting". • HubSpot/CRM: You maintain deals and the pipeline in HubSpot and document touchpoints (calls, emails, LinkedIn, webinars, proposals). • Support proposals: You assist consultants with proposal preparation (coordination, documentation, versioning) and with following up on proposals (status tracking, follow-up meetings). • Selective outbound (approx. 15%): You support targeted outbound activities (e.g., signals/lists, simple outreach funnels). • Interface with Marketing: Close collaboration with the marketing colleague (lead handovers, campaign alignment, follow-ups) and mutual coverage of daily tasks.

Role Description The director of business development position is responsible for developing and implementing a comprehensive internal and external marketing plan that would increase revenues and profits. This position is expected to uphold the mission and values established by the organization. - Implements the recommendations of the strategic marketing plan. - Performs market research and analysis. - Furnishes marketing advice, counsel and general staff support to all departments within the organization. - Evaluates operational issues to determine how competitive and current it is with the latest trends in the industry. - Monitors external and internal environment for development of new market segments. - Assists in or produces feasibility studies/business plans for new product development. - Develops marketing campaigns for new products and services, including formulating a specific budget and expenditure plan for each. - Manages specific corporate programs. - Develops brochures or other print or electronic ads to market corporate services. - Assists in planning of any event that highlights corporate services. - Assists in developing an evaluation process to gain feedback from constituents. - Performs public speaking to volunteer organizations and committees regarding public relations, marketing and development. - Develops and maintains marketing budget. Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of this position; other duties and responsibilities may apply or change at any time with or without notice. Qualifications - Bachelor’s degree in business, marketing, or related field preferred. Requirements - 5 years’ experience in outside sales within corporate housing or similar industry. - Experience with sales presentations and strong influencing and interpersonal experience. - Computer skills, particularly in Microsoft Office Suite applications such as Excel, PowerPoint, and Outlook; smart phone technology. - Ability to pass background, drug and driving record check annually, as per company policy and guidelines. - Must maintain a valid and unexpired driver’s license that meets company driving standards and maintain current automobile insurance and registration. Benefits - Comprehensive benefits (medical, dental, health savings account, 401(k), life insurance, Employee Assistance Program, Short-Term and Long-Term Disability). - Professional development and a supportive environment. - Paid holidays with your birthday as a holiday. - Fitness reimbursement. - Unique BRIDGE program designed to recognize volunteerism and encourage growth, leadership, creativity, and community involvement. Company Description CWS Corporate Housing offers corporate apartments rented to individuals or companies for a short-term length of time, utilized for various reasons including relocation, temporary job assignments, and individuals displaced from their homes due to natural disasters. Part of our vision is to create an extraordinary experience and fulfill the interim housing needs of our clients in a personalized, innovative, and dedicated way.

Role Description The Senior Director of Business Development is responsible for generating new sales leads with current and prospective companies, as well as the management of assigned large value clients and opportunities. The role will focus on Fortune 500 companies and corporate headquarters in one of the company’s core markets. - Meet revenue quotas and new client quotas, based upon budgeted and stretch goals set per month. - Conduct a minimum of 10 in-person meetings and presentations per month (includes client tours, webinar/conference calls if unable to meet in-person). - Complete and submit new sales proposal packages, with rates approved by the Area Manager of the market/region. - Serve as the company lead for completion of Requests for Proposals (RFP) and Requests for Information (RFI) for key customers and large opportunities. - Actively pursue large sales opportunities from prospecting, current customer base and/or as assigned by VP of Sales and Marketing. - Maintain accurate and current information in the company’s operational databases regarding sales leads for accurate reporting. - Complete, research, and prepare presentations for annual business reviews. - Serve as the primary point of contact on assigned accounts by serving as the subject matter expert on all corporate housing inquiries and needs. - Effectively manage top company accounts as determined by revenue, visibility, and market share. - Partner effectively with internal teams to expand market share, retain customers, and respond to new opportunities. - Assist markets in developing/maintaining local client relationships. - Represent the company at major industry events and actively participate in associations in a leadership capacity. - Maintain updated database of client presentations and customer-facing materials. - Develop, create, and send monthly E-blasts and other marketing and advertisement materials to current and prospective clients. - Attend at least one networking event per month. - Attend an area market team meeting monthly. - Network via LinkedIn, other professional social media networks, other networking events, sales conferences, and any other relevant events approved by the VP of Sales and Marketing. - Learn and keep up with the relocation industry standards, best practices, trends, competition, and research companies in various industries. - Submit quarterly goals and follow up on the completion of goals in a timely and accurate manner. Qualifications - Bachelor’s degree in business, marketing, or related field preferred. - CRP and/or GMS certification preferred. Requirements - 5 plus years’ experience in outside sales within corporate housing or similar industry. - Experience with sales presentations and strong influencing and interpersonal experience. - Computer skills, particularly in Microsoft Office Suite applications such as Excel, PowerPoint, and Outlook; smart phone technology. - Ability to pass background, drug and driving record check annually, as per company policy and guidelines. - Must maintain a valid and unexpired driver’s license that meets company driving standards and maintain current automobile insurance and registration. Benefits - Comprehensive benefits (medical, dental, health savings account, 401(k), life insurance, Employee Assistance Program, Short-Term and Long-Term Disability). - Professional development and a supportive environment. - Paid holidays with your birthday as a holiday. - Fitness reimbursement. - Unique BRIDGE program designed to recognize volunteerism and encourage growth, leadership, creativity, and community involvement.