Business Development Executive VS

Geotab

2d•Hybrid

About The Position

Geotab is seeking a Business Development Executive (BDE) 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 involves achieving an ARR (Annual Recurring Revenue) growth target across a prescribed list of Executive Accounts by leading complex and consultative sales and pursuit strategies. The BDE will collaborate with various internal teams such as Business Segment teams, Global Strategic Accounts, Revenue Operations, Partner Account Managers, and external channel partners. This position serves as a strategic partner to the SVP, Business Development and SVP, Global Strategic Accounts. Success in this role requires a strategic thinker with diplomacy, strong negotiation and conflict resolution skills, and excellent communication abilities. A strong technical aptitude, a proven track record in hunting and closing enterprise sales, and the ability to leverage AI capabilities are also essential.

Requirements

8–10 years of experience in sales, business development, customer development, account management, or related fields.
Post-Secondary Diploma/Degree in Engineering, Business, Commerce, or equivalent combination of education and work experience.
Proven track record in developing new sales and accounts within the telematics or fleet management industry.
Strong aptitude within Salesloft and SFDC, alongside a strong ability to leverage AI capabilities to augment selling activities.
Strategic thinker with strong research and analytical skills to evaluate market trends, identify decision-makers, and execute pursuit strategies.
Highly developed sense of diplomacy, featuring solid negotiation, conflict resolution, relationship management, and presentation skills.
Ability to travel internationally up to 60% of the time (frequent travel; valid passport required).

Responsibilities

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.
Initiate, lead, and manage contract development activities as they pertain to assigned executive accounts.
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 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 executive accounts.
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.