Business Development Executive - Transportation & Logistics

Geotab•Atlanta, GA

8d•Hybrid

About The Position

Geotab is seeking a senior, quota-carrying Business Development Executive to drive direct and indirect revenue growth across assigned Executive Accounts—end-customer fleets with more than 10,000 vehicles. The role owns strategic account sales from start to finish and is accountable for ARR growth through new customer acquisition and expansion of existing accounts, with measurable sales influence tracked in SFDC. The successful candidate brings a strong executive presence and deep knowledge of transportation, logistics, and supply-chain operations. They will engage C-suite leaders, VP-level fleet executives, and other senior stakeholders, translating operational needs—such as fuel optimization, preventative maintenance, compliance risk, and asset utilization—into telematics and fleet-intelligence solutions. The BDE works with customer account teams, channel partners, and cross-functional stakeholders to pursue complex, consultative sales and create tailored solutions. This position reports to the AVP, Business Development for Transportation and Logistics. Geotab uses a flexible hybrid work model, supporting both in-person and virtual work. International travel of up to 60% is required, and a valid passport is required.

Requirements

At least 8 years of experience in sales, business development, transportation and logistics, or a similar role.
Post-secondary diploma or degree in Business, Commerce, or a related field, or an equivalent combination of education and work experience.
Proven track record of developing new sales and accounts.
Experience in the telematics or fleet management industry.
Strong ability to understand technical and business requirements.
Ability to anticipate customer needs and provide viable solutions.
Diplomacy and strong negotiation, conflict-resolution, and relationship-management skills.
Excellent verbal and written communication skills, including confidence delivering presentations and training.
Ability to use developing AI capabilities to improve selling efficiency and win rates.
Strong aptitude with Salesloft and SFDC.
Strong time-management skills and ability to multitask effectively.
Research and analysis skills to understand market trends and industry pain points and identify opportunities.
Strategic thinking to prioritize accounts, identify key decision-makers, and lead sales strategies.
Ability to travel internationally up to 60% of the time; a valid passport is required.

Responsibilities

Prospect, research, identify, and pursue new business opportunities within assigned Executive Accounts.
Develop and implement sales strategies to generate new ARR for assigned accounts.
Record sales strategies, engagements, and activities in Salesloft and SFDC to support revenue forecasting, opportunity engagement metrics, and quota qualification.
Initiate, lead, and manage contract development activities for assigned accounts when required.
Identify, engage, and support channel partnerships that are important to revenue growth within assigned accounts.
Align executive sales activities with broader business-segment strategies.
Work with Global Strategic Accounts to develop and implement targeted upselling strategies.
Collaborate with Revenue Operations, Partner Account Managers, and other stakeholders to use internal sales systems according to best practices and support effective oversight.
Collaborate on RFX processes involving assigned accounts.
Build and maintain expertise in telematics, fleet management, industry trends, and segment-specific solutions and sales narratives.
Monitor the competitive landscape, including established leaders and startups.
Attend trade shows and speak at conferences when beneficial to account pursuits, building relationships, brand presence, and thought leadership.
Provide input on business opportunities, competitive analysis, market trends, and the business environment.
Work with leadership to develop short- and long-term strategic revenue plans and forecasts.
Lead complex, consultative sales pursuits with senior customer stakeholders and coordinate with customer account teams and ecosystem partners.