Manager, Business Development

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 role

This role is 100% remote and will be located in the United States or Canada.

As a Manager of Business Development in AMER, you will hire, onboard, and mentor outbound Business Development Representatives (BDRs) in your region, ensuring their success at GitLab. You'll partner closely with the sales team, and ultimately drive pipeline and results. In this role, you will report to the Director, Business Development.

What you’ll do

• Train other members of the BDR Team to identify, contact, and create qualified opportunities.

• Ensure BDR Team members improve performance and abilities over time by providing coaching and feedback in recurring weekly 1:1s

• Plan for hiring and onboarding new BDRs.

• Work closely with the Events and Digital teams on Field events and targeted ad and nurture campaigns.

• Work closely with other members of the Sales Development Leadership and the Sales Development Operations team to improve opportunity management and qualification processes

• Work closely with Sales, including the Regional Sales VPs/Directors/Area Sales Managers, to identify key company accounts to develop

• Work in collaboration with Content, Marketing Program Managers, and Product Marketing to develop effective messaging for outbound communications to your team’s assigned accounts.

What you’ll bring

• Experience in sales, marketing, or customer service for a technical product

• Experience managing people is required; experience driving new logos a plus

• Experience managing teams working Commercial accounts

• Excellent spoken and written English

• Experience with CRM software (Salesforce preferred)

• Experience in sales operations and/or marketing automation software preferred

• Understanding of B2B software, Open Source software, and the developer product space is preferred

• Passionate about technology and learning more about GitLab

• Be ready to learn how to use GitLab and Git

• You share our values , and work in accordance with those values.

• Leadership at GitLab

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Responsibilities

• Train BDR Team members to identify, contact, and create qualified opportunities
• Provide coaching and feedback to BDR Team members in recurring weekly 1:1s to improve performance and abilities
• Plan for hiring and onboarding new BDRs
• Work closely with Events and Digital teams on Field events and targeted ad and nurture campaigns
• Work with Sales Development Leadership and Sales Development Operations team to improve opportunity management and qualification processes
• Work with Sales leadership to identify key company accounts to develop
• Collaborate with Content, Marketing Program Managers, and Product Marketing to develop effective messaging for outbound communications

Requirements

• Experience in sales, marketing, or customer service for a technical product
• Experience managing people
• Excellent spoken and written English
• Experience with CRM software (Salesforce preferred)
• Share GitLab values and work in accordance with those values

Preferred Qualifications

• Experience driving new logos
• Experience managing teams working Commercial accounts
• Experience in sales operations and/or marketing automation software
• Understanding of B2B software, Open Source software, and the developer product space
• Passionate about technology and learning more about GitLab
• Readiness to learn how to use GitLab and Git