Business Development Executive

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.

We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Business Development Executive who will drive direct and indirect revenue growth within Geotab's most valuable Executive Accounts (end customer fleets greater than 10,000 vehicles). This role is directly accountable for achieving an ARR (Annual Recurring Revenue) growth target across a prescribed list of Executive Accounts by leading complex and consultative sales and pursuit strategies.

If you love technology, and are keen to join an industry leader - we would love to hear from you!

As a Business Development Executive, your key area of responsibility will be achieving ARR growth targets through new customer acquisition and existing customer upselling activities for fleets greater than 10,000 vehicles. You will act as a strategic partner and trusted advisor to the SVP, Business Development and the SVP, Global Strategic Accounts to lead complex sales strategies.

To be successful in this role you will be a strategic thinker with a well‑defined sense of diplomacy, including solid negotiation, conflict resolution and relationship management skills. In addition, the successful candidate will have strong analytical and research skills to understand market trends, with the ability to leverage AI capabilities and sales systems like Salesloft and SFDC to drive effective revenue forecasting.

• Prospect, research, identify, and hunt new business opportunities for assigned executive accounts.
• Build, evaluate, and implement sales strategies to generate new ARR for assigned executive accounts.
• 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.
• As required, initiate, lead, and manage contract development activities as they pertain to assigned executive accounts.
• As required, identify, engage, and support new channel partnerships that are deemed to be critical to revenue growth activities within assigned executive accounts.
• Collaborate with the Business Segment team to align executive sales activities to the broader segment strategies for assigned executive accounts.
• Collaborate with the Global Strategic Accounts to devise and implement targeted upselling strategies within assigned executive accounts.
• 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 processes when assigned executive accounts 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 executive accounts.
• Stay informed on the current competitive landscape in the…