Business Development Representative

Who we are:

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.

Our team is growing and we’re looking for people who follow their passion, think differently and want to make an impact. Ours is a fast paced, ever changing environment. Geotabbers accept that challenge and are willing to take on new tasks and activities - ones that may not always be described in the initial job description. Join us for a fulfilling career with opportunities to innovate, great benefits, and our fun and inclusive work culture. Reach your full potential with Geotab. To see what it’s like to be a Geotabber, check out our blog and follow us @InsideGeotab on Instagram.

Who you are:

We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Business Development Representative who will drive direct and indirect revenue growth within Geotab’s SMB Accounts (end customer fleets between 50 to 10,000 vehicles). The projects will vary in scope, complexity, and affected business area. If you love technology, and are keen to join an industry leader — we would love to hear from you!

What you'll do:

As a Business Development Representative your key area of responsibility will be achieving an ARR (Annual Recurring Revenue) growth target across a prescribed list of SMB opportunities by leading complex and consultative sales and pursuit strategies, creating new and expansion revenue. You will need to work closely with the Business Development and Partner Account Management leadership team, Revenue Operations, the Business Segment team, and external clients.

To be successful in this role you will be a strategic thinker and an effective multi-tasker with a well-defined sense of diplomacy, excellent communication skills, and solid negotiation and relationship management capabilities. In addition, the successful candidate will have strong analytical and business development skills, with a proven track record in developing expansion sales opportunities and a strong aptitude within Salesloft and SFDC.

How you'll make an impact:

Manage an assigned list of SMB sales opportunities.
Build, evaluate, and implement sales strategies to generate new ARR 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 the Business Segment team to align sales activities to the broader segment strategies for assigned SMB opportunities.
Collaborate with other cross-departmental stakeholders, including Revenue Operations and Partner Account Managers, to leverage internal sales systems in accordance with best practices and in a manner that allows for effective oversight.
Collaborate on RFX process when assigned SMB opportunities are involved.
Develop a deep knowledge base of the telematics and fleet management industry and maintain top-of-mind awareness of trends and shifts.
Develop or maintain a subject matter expertise of the subsegment strategies (segment-specific solutions and sales narratives) for assigned SMB opportunities.
Stay informed on the current competitive landscape in the category including leaders and startups.
Attend trade shows and speak at conferences to build relationships, brand presence, and thought leadership where it is deemed to be beneficial in pursuit of assigned SMB opportunities.
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.

What you'll bring to this role:

5-8 years of required previous experience in sales, business development, customer development, account management, and/or related fields.
Post-Secondary Diploma/Degree in Engineering, Business, Commerce, or an equivalent combination of education and/or work experience.
Proven track record in developing expansion sales opportunities, preferably within the telematics or fleet management industry.
Strong aptitude within Salesloft, SFDC, and a strong ability to leverage developing AI capabilities to augment selling activities.
Strong time management skills, research and analysis skills, and an aptitude for understanding complex technical and business requirements.
Excellent verbal and written communication skills, with a well-defined sense of diplomacy, negotiation, and conflict resolution.
Ability to travel up to 40% (moderate travel), including international travel with a valid passport.

If you got this far, we hope you're feeling excited about this role! Even if you don't feel you meet every single requirement, we still encourage you to apply.

Please note: Geotab does not accept agency resumes and is not responsible for any fees related to unsolicited resumes. Please do not forward resumes to Geotab employees.

Why job seekers choose Geotab:

Flex working arrangements
Home office reimbursement program
Fantastic state of the art office
Electric vehicle purchase incentive program
Public transportation reimbursement Employer pension contributions
Subsidized fitness membership
Co-pay tuition reimbursement

How we work:

At Geotab, we have adopted a flexible hybrid working model in that we have systems, functions, programs and policies in place to support both in-person and virtual work. However, you are welcomed and encouraged to come into our beautiful, safe, clean offices as often as you like. When working from home, you are required to have a reliable internet connection with at least 50mb DL/10mb UL. Virtual work is supported with cloud-based applications, collaboration tools and asynchronous working. The health and safety of employees are a top priority. We encourage work-life balance and keep the Geotab culture going strong with online social events, chat rooms and gatherings. Join us and help reshape the future of technology!

We believe that ensuring diversity is fundamental to our future growth and progress and is an integral part of our business. We believe that success happens where new ideas can flourish – in an environment that is rich in diversity and a place where people from various backgrounds can work together. Geotab encourages applications from all qualified individuals. We are committed to accommodating people with disabilities during the recruitment and assessment processes and when people are hired. We will ensure the accessibility needs of employees with disabilities are taken into account as part of performance management, career development, training and redeployment processes. If you require accommodation at any stage of the application process or want more information about our diversity and inclusion as well as accommodation policies and practices, please contact us at careers@geotab.com. By submitting a job application to Geotab Inc. or its affiliates and subsidiaries (collectively, “Geotab”), you acknowledge Geotab’s collection, use and disclosure of your personal data in accordance with our Privacy Policy. Click here to read our Privacy Notice.