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About the Role

Geotab is seeking a Business Development Representative (BDR) to drive direct and indirect revenue growth within Geotab’s SMB Accounts (end customer fleets between 5 to 100 vehicles). This role involves managing sales opportunities, initiating outbound outreach, and building sales strategies to achieve new Monthly Recurring Revenue (MRR) growth targets using the SPICED sales framework.

Responsibilities

• 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

• 1 - 3 years of required previous experience in Sales, Business Development, Customer development, Account management, and/or related fields.
• Proven track record in developing new business sales opportunities, preferably with experience or a strong aptitude in the telematics or fleet management industry.
• Strong aptitude within Salesloft and SFDC to meet minimum opportunity engagement and forecasting metrics.
• Strong ability to leverage developing AI capabilities to augment selling activities for improved efficiency and win rates.
• Strong aptitude for understanding technical and business requirements, coupled with research and analysis skills to understand market trends and industry pain points.
• Excellent verbal and written communication skills, effective multi-tasking and time management, and a well-defined sense of diplomacy (negotiation, conflict resolution, and relationship management).

Skills

• Sales
• Business Development
• Customer development
• Account management
• SPICED sales framework
• Salesloft
• SFDC
• AI capabilities
• Analytical skills
• Research skills
• Time management
• Verbal communication
• Written communication
• Diplomacy
• Negotiation
• Conflict resolution
• Relationship management

Location

• Remote
• Hybrid

Work Type

• Hybrid
• Remote
• Full-time

Experience Level

• 1 - 3 years

Education Level

• Post-Secondary Diploma/Degree in Engineering, Business, or Commerce (equivalent combination of education and/or work experience in related fields may be substituted).

Benefits

• 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

About the Company

• 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.
• 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.

Equal Opportunity

• 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.