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About the Role

The Pilot Success Manager will focus on strategic accounts across North America and Latin America, serving as the cornerstone of the pre-sale and expansion process for key accounts. This role is responsible for designing, managing, and executing successful product pilots (Proofs of Concept) to ensure prospective and existing customers experience the full value of the company’s ecosystem.

Responsibilities

• Lead and manage the entire lifecycle of strategic customer pilots for both new business prospects and existing customer expansion opportunities.
• Act as a trusted advisor to key customer stakeholders, using pilot data and insights to proactively address concerns, overcome objections, and influence their evaluation criteria.
• Partner with the Business Development Manager to define a strategic approach for pilot planning that maps to the prospect's primary business challenges and desired outcomes.
• Collaborate with the Sales team, Solutions Engineering, and key customer stakeholders to define clear pilot objectives, success criteria, and KPIs.
• Develop and execute detailed pilot project plans, including timelines, resource allocation, communication cadences, and risk mitigation strategies.
• Act as the primary point of contact during the pilot phase, guiding customers through hardware installation, platform configuration, and user training.
• Monitor pilot progress, analyze telematics data, and generate insightful reports demonstrating the value and ROI of Geotab's solutions.
• Serve as the central liaison between the customer and internal Geotab teams to ensure a seamless pilot experience.
• Manage pilots for Geotab's emerging products and features, providing early-stage feedback to the Product team.
• Act as one of the first lines of support for technical challenges during the pilot, triaging issues and coordinating with support teams.
• Prepare and deliver compelling final pilot summary presentations to customer executives, translating technical outcomes into tangible business benefits.

Requirements

• 5+ years of experience in a customer-facing technical role such as Sales Engineering, Technical Account Management, Professional Services, or Customer Success Management.
• Ability to quickly grasp a customer's business model, identify key financial and operational drivers, and articulate how solutions create tangible business value.
• Proven experience in a B2B SaaS environment, managing complex projects or technical deployments for large enterprise or strategic accounts.
• Skilled in applying a consultative, solution-selling methodology.
• Strong project management skills with a demonstrated ability to manage multiple high-stakes projects simultaneously.
• Strong technical acumen and the ability to quickly learn and articulate complex hardware and software solutions.
• Excellent communication and presentation skills, with the ability to engage with a wide range of stakeholders.
• Data-driven and analytical mindset; comfortable working with data to uncover trends and prove value.
• Experience managing Proof of Concepts (PoCs) or technical trials in a pre-sales capacity.
• A proactive, problem-solving attitude with a relentless focus on customer success and achieving objectives.
• Ability to travel occasionally to customer sites across North America.
• Direct experience in the telematics, fleet management, logistics, or IoT industries is a nice to have.
• Spanish or Brazilian Portuguese considered an asset.
• Must have proof of eligibility to work and be able to pass a background check.

Skills

• Telematics
• Fleet Management
• Logistics
• IoT
• SaaS
• Project Management
• Consultative Selling
• Solution Selling
• Data Analysis
• Technical Acumen
• Communication
• Presentation Skills

Location

• North America
• Latin America

Work Type

• Hybrid
• Remote

Experience Level

• 5+ years

Salary/Compensations

• $85,500—$102,000 CAD

Benefits

• Flex working arrangements
• Home office reimbursement program
• Baby bonus & parental leave top up program
• Online learning and networking opportunities
• Electric vehicle purchase incentive program
• Competitive medical and dental benefits
• Retirement savings program

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.
• We have adopted a flexible hybrid working model with systems, functions, programs and policies in place to support both in-person and virtual work.
• 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.
• 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.

Equal Opportunity

• 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.