Business Development Representative

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 be responsible for driving direct and indirect revenue growth within Geotab's Mid-market and Enterprise Accounts (end customer fleets between 50 to 10,000 vehicles). This role is directly accountable for achieving an ARR (Annual Recurring Revenue) growth target across a prescribed list of Mid-market and Enterprise opportunities 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 Representative, you will be accountable for achieving an ARR (Annual Recurring Revenue) growth target across a prescribed list of Mid-market and Enterprise opportunities by leading complex and consultative sales and pursuit strategies. This revenue growth target is specific to new and existing Mid-market customer selling and existing Enterprise customer upselling (expansion revenue), where it is determined that the BDR had a measurable (within SFDC) influence on the sale.

The BDR acts as a strategic partner and trusted advisor to the Business Development and Partner Account Management leadership team.

• Manage an assigned list of mid-market and enterprise 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 enterprise sales activities to the broader segment strategies for assigned enterprise 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 enterprise 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 enterprise 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 enterprise 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.

• 5-8 years experience in sales, business development or a similar role.
• Proven track record in developing expansion sales opportunities.
• Experience in the telematics or fleet management industry.
• Strong aptitude for understanding technical and business requirements.
• Able to anticipate and understand customer's needs and provide viable solutions.
• A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills.
• Excellent verbal and written communication skills, including comfort with delivering presentations and training.
• Strong ability to leverage developing AI capabilities to augment selling activities for improved efficiency and win rates.
• Strong aptitude within Salesloft and SFDC.
• Strong time management skills, an effective multi-tasker.
• Research and analysis skills to understand market trends and industry pain points to drive opportunities.
• Strategic thinker to understand which accounts to pursue and why, identify key decision makers and lead sales…