Description: Geotab® is a global leader in IoT and connected transportation and certified "Great Place to Work™." Geotab is seeking a Business Development Manager within Leasing, Rental & Mobility who will identify, acquire, and develop strategic customer and partner relationships within the leasing, rental, and mobility segment, driving sustainable revenue growth across the BeNeLux market.
Responsibilities:
•Prospect, research, identify, qualify, and secure strategic customer and partner opportunities within the BeNeLux leasing, rental, and mobility sectors, as well as selected strategic opportunities across EMEA.
•Develop and execute a structured territory and account strategy to deliver targeted revenue growth within the assigned segment and geography.
•Develop compelling business cases and value propositions, engage senior decision-makers, and lead the end-to-end pursuit process from initial discovery through commercial closure and contract signature.
•Own the commercial strategy for assigned opportunities, including qualification, stakeholder mapping, solution positioning, pricing, negotiation, contract progression, risk management, and resolution of known blockers.
•Collaborate with EMEA Business Segment, Channel, Sales, Solutions Engineering, Legal, Product, and other internal teams to progress and close strategic customer and partner pursuits.
•Deliver against agreed business development objectives, pipeline requirements, revenue targets, and other relevant performance indicators.
•Maintain complete and accurate Salesforce records, including opportunity value, commercial scope, decision criteria, stakeholder engagement, dependencies, contract status, risks, and clearly defined next steps, enabling reliable forecasting, reporting, and handover.
•Proactively develop the market through targeted outbound activity, industry networking, referrals, market research, and account analysis to identify new customers, partners, and growth areas aligned with the segment strategy.
•Use knowledge of the market and competitors to identify and develop Geotab's unique selling propositions and differentiators.
•Following contract signature, coordinate a structured transition to the appropriate post-signature owner and provide strategic continuity where required. The BDM will support major commercial expansion opportunities but will not remain the default owner of operational onboarding, implementation, activation, service delivery, or ongoing account health.
•Collaborate with internal Geotab departments and leadership on RFX and tender processes, strategic pursuits, and global initiatives.
•Develop deep expertise in the BeNeLux leasing, rental, and mobility ecosystem while maintaining a strong understanding of the broader EMEA market, including customer priorities, regulatory developments, emerging business models, key decision-makers, and industry trends.
•Stay informed on the EMEA competitive landscape, including established leaders and emerging startups.
•Represent Geotab at relevant trade shows, industry associations, customer events, and conferences to build senior-level relationships, strengthen market presence, demonstrate thought leadership, and generate new business opportunities.
•Be available to Partner Account Managers, resellers, and internal stakeholders across BeNeLux and wider EMEA to educate and share knowledge as a subject matter expert.
•Provide input on new business opportunities, competitive analysis, market trends, business environment, partner qualification, and strategic account potential.
•Collaborate with Solutions Engineering on technical discovery, solution design, pilots, integrations, and transition documentation where technically required.
•Collaborate with leadership to develop short- and long-term strategic plans, support Geotab's global strategic initiatives, and contribute to opportunities outside the core territory where appropriate.
Requirements:
•5–8 years of successful B2B sales experience with a proven track record in business development, strategic account development, or commercial roles navigating complex enterprise sales cycles, preferably within telematics, mobility, leasing, rental, fleet management, SaaS, or automotive technology.
•Education: Post-Secondary Diploma/Degree in Engineering, Business, Commerce, or an equivalent combination of education and related work experience.
•Bilingual proficiency: Native or near-native Dutch language skills alongside full professional fluency in English (verbal and written).
•Commercial acumen & solution mindset: exceptional ability to identify stated and unstated customer needs, challenge customer thinking constructively, and translate complex technical requirements into compelling value propositions.
•Executive presence & communication: strong diplomacy, negotiation, conflict-resolution, and presentation skills with proven ability to influence senior decision-makers internally and externally.
•Technical & organizational capability: strong analytical, project, and time-management skills with proficiency in CRM tools (Salesforce) and Google Workspace.
•Travel flexibility: ability and willingness to travel internationally up to 50% for business purposes (valid passport required).
Conditions:
•Flex working arrangements
•Online learning and networking opportunities
•Competitive medical and dental benefits
•Retirement savings program
•*The above benefits are offered to full-time permanent employees only.
•Geotab operates a flexible hybrid work model combining in-person collaboration with virtual work. Office visit schedules are tailored based on role requirements; specific expectations regarding workplace location and on-site attendance for this position will be shared during the hiring process.
