Interview prep

Business Development Representative, Spanish Speaking

GitLab · Remote, Spain

Apply on GitLab's site

Motion: Outbound: you'll be cold calling and emailing
Selling to: Enterprise
Language: Spanish required
Level: SDR / BDR

What they'll measure you on

Quoted from the posting. Have a number ready for each one in your answers.

“You'll be responsible for generating qualified meetings and pipeline for GitLab's Sales organization.”
“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 Sales Accepted Opportunity (SAO) targets (e.g., Stage 1 and Stage 3 opportunities) by consistently converting qualified prospects into opportunities.”

Tools in this posting

Salesforce
Know how a lead becomes a contact, an account and an opportunity, and how you'd log a call and a next step.
Outreach
Be ready to describe a multi-touch sequence: how many steps, which channels, and when you'd pull someone out.
LinkedIn Sales Navigator
Know how to build a saved search by title, company size and recent job change, and how you'd use it before a call.

Your prep checklist

0/7

Questions they're likely to ask

Walk me through why you want to be an SDR, and why here.
They want proof you chose this role and this company on purpose. Name something specific from their site.
Tell me about a time you got a lot of 'no's in a row. What did you do?
Rejection is the job. Show a habit that kept you going and what you changed.
How do you organize your day when you have 80 dials and 40 emails to get through?
They're checking you can plan: blocks of time, priorities, and when you review what worked.
Tell me about a goal you set and hit. How did you track it?
SDRs live by numbers. Use a real number and say how you measured progress.
What would you do in your first 30 days here?
Bring a short 30-60-90 outline. It shows you think like the job already started.
What feedback have you received that changed how you work?
SDR managers often ask about coachability. Pick something real and show the before and after.
Cold call me. You're selling our product to one of their buyers.
Outbound SDR interviews often include a role-play. Open with who you are, why you're calling, and a question.
The prospect says 'Just send me an email.' What do you say?
Acknowledge it, ask one question to make the email useful, then ask for 15 minutes.
How would you research an account before calling?
Name two or three signals: recent hiring, funding, a new leader, tech they use. Then how it changes your opener.
Write a three-sentence cold email to a VP at a target account.
Short, about them, one ask. Reference something specific.
How would you get into an account with 10,000 employees where we know nobody?
Multi-threading: several personas, a reason for each, and working with your AE on a plan.

Questions to ask them

What does a great first 90 days look like for an SDR here?
How are SDRs measured: meetings booked, meetings held, or pipeline created?
How do SDRs and AEs work together day to day?
What's the typical path from SDR to AE here, and how long does it take?
What does coaching look like: call reviews, role-plays, 1:1s?

Expect objections in the role-play. The objection library has word-for-word answers to the twelve most common ones.

Read the full posting

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 position is 100% remote and will be based in Spain. 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 • Fluency in Spanish. • Previous tech industry experience in an outbound sales development role is required. • 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. • The ability to travel for events such as trainings, team offsites, customer meetings, etc. • 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 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 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 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.

From GitLab's public job board. Details can change; the company's posting is the source of truth.