About Geotab
Geotab® is a global leader in IoT and connected transportation and certified "Great Place to Work™." We are a company of diverse and talented individuals who work together to help businesses grow and succeed, and increase the safety and sustainability of our communities. Geotab is advancing security, connecting commercial vehicles to the internet and providing web-based analytics to help customers better manage their fleets. Geotab's open platform and Geotab Marketplace®, offering hundreds of third-party solution options, allows both small and large businesses to automate operations by integrating vehicle data with their other data assets. Processing billions of data points a day, Geotab leverages data analytics and machine learning to improve productivity, optimize fleets through the reduction of fuel consumption, enhance driver safety and achieve strong compliance to regulatory changes.
Responsibilities
As a Business Development Representative, your key area of responsibility will be achieving an MRR (Monthly Recurring Revenue) growth target across a prescribed list of SMB sales opportunities by leading high-volume outreach using the SPICED sales framework. You will need to work closely with cross-departmental stakeholders, including Revenue Operations, as well as the SMB sales team. To be successful in this role you will be a strategic partner and trusted advisor with strong verbal and written communication skills, an effective multi-tasker, and possess a well-defined sense of diplomacy. In addition, the successful candidate will have a proven track record in developing new business sales opportunities, a strong aptitude for understanding technical and business requirements, and the ability to leverage developing AI capabilities to augment selling activities.
•Manage an assigned list of SMB sales opportunities & initiate outbound outreach
•Build, evaluate, and implement sales strategies to generate new MRR for assigned opportunities
•Document all selling strategies, engagements, and activities within Salesloft and SFDC to allow for effective revenue forecasting in accordance with minimum forecast accuracy metrics
•Document all selling strategies, engagements, and activities within Salesloft and SFDC to meet minimum opportunity engagement metrics and qualify opportunities for quota retirement
•Collaborate with other cross-departmental stakeholders, including Revenue Operations, to leverage internal sales systems in accordance with best practices and in a manner that allows for effective oversight
•Develop a deep knowledge base of the telematics and fleet management industry and maintain top-of-mind awareness of trends and shifts
•Stay informed on the current competitive landscape in the category including leaders and startups
•Provide input on new business opportunities, competitive analysis, market trends, and business environment
•Collaborate with leadership to develop short and long term strategic revenue plans and forecasts
Requirements
Geotab is seeking a Business Development Representative who will drive direct and indirect revenue growth within Geotab's SMB Accounts (end customer fleets between 5 to 100 vehicles).
•5+ years experience in Sales, Business Development, Customer development, Account management and/or related fields
•Post-Secondary Diploma/Degree in Engineering, Business, Commerce, or equivalent combination of education and work experience
•Experience in the telematics or fleet management industry with a proven track record in developing new business sales opportunities
•Strong aptitude within Salesloft and SFDC, alongside the ability to leverage developing AI capabilities to augment selling activities for improved efficiency and win rates
•Able to anticipate and understand customer's needs, provide viable solutions, and utilize research and analysis skills to understand market trends and industry pain points
•Excellent verbal and written communication skills, strong time management skills, and a well-defined sense of diplomacy (including negotiation, conflict resolution, and relationship management skills)
Even if you don't feel you meet every single requirement, you are still encouraged to apply.
Why job seekers choose Geotab
•Flex working arrangements
•Online learning and networking opportunities
•Electric vehicle purchase incentive program
Conditions
Retirement savings program (offered to full-time permanent employees only). At Geotab, we thrive on a flexible hybrid work model that combines the dynamic energy and connection of in-person collaboration with the independence and flexibility of virtual work. Office visit schedules are tailored thoughtfully based on role requirements. Specific expectations regarding workplace location and on-site attendance for this position will be shared during the hiring process.
