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About the Role
Geotab is seeking a SMB Account Representative to drive incremental expansion, upsell, and cross-sell revenue within our existing Small and Medium Business (SMB) customer base. This role utilizes consultative selling techniques to articulate value propositions and ROI, execute strategic marketing campaigns, and guide platform migrations to ensure long-term customer retention, maximum account value, and overall client satisfaction.
Responsibilities
- Engage and close expansion and upsell sales opportunities to generate new revenue streams within existing SMB accounts.
- Focus on high-potential, complex SMB clients using a consultative sales approach.
- Execute Go-To-Market strategies for new product offerings, delivering tailored up-selling and cross-selling solutions.
- Articulate value propositions and clear ROI to decision-makers to increase share of wallet.
- Execute targeted vertical market, feature-matching, and customer marketing campaigns to convert leads into closed expansion opportunities.
- Lead and manage strategic migration campaigns to transition existing clients to updated solutions and product platforms, driving customer retention.
- Support and drive the launch of new features across designated account segments.
- Collaborate closely with New Logo Sales, Marketing, and Partner teams to ensure aligned expansion efforts yield strong ROI for both the company and the customer.
- Cultivate positive brand relationships to generate referrals and build a robust portfolio of referenceable clients.
- Function as an internal stakeholder providing feedback on customer needs and process improvements as the customer experience evolves.
Requirements
- Bachelor’s Degree or equivalent practical experience in sales, marketing, or business operations.
- 1–2 years of professional experience in sales, marketing, and/or product management.
- Proven track record in consultative sales, value proposition selling, and ROI delivery.
- High level of drive, self-confidence, and ability to manage multiple priorities in a dynamic, fast-paced environment.
- Strong verbal and written communication, negotiation, and closing skills.
- Demonstrated history of consistently meeting or exceeding sales targets/quotas and executing expansion campaigns.
- Collaborative mindset with experience working cross-functionally across marketing, sales, and partner networks.
Skills
- Consultative selling
- Value proposition articulation
- ROI analysis
- Strategic marketing campaign execution
- Platform migration guidance
- Customer retention
- Account management
- Sales
- Marketing
- Negotiation
- Closing
- Communication
Location
- Remote
- Hybrid
Work Type
- Full-time
- Hybrid
- Remote
Experience Level
- 1-2 years
Education Level
- Bachelor's Degree or equivalent practical experience
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.
- 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.
- 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.
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.