Business Development Representative, Inbound SMB

Geotab•Atlanta, GA

5d•Hybrid

About The Position

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. Our team is growing and we’re looking for people who follow their passion, think differently and want to make an impact. Ours is a fast paced, ever changing environment. Geotabbers accept that challenge and are willing to take on new tasks and activities - ones that may not always be described in the initial job description. Join us for a fulfilling career with opportunities to innovate, great benefits, and our fun and inclusive work culture. Reach your full potential with Geotab. To see what it’s like to be a Geotabber, check out our blog and follow us @InsideGeotab on Instagram. Join our talent network to learn more about job opportunities and company news. We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking an Inbound Business Development Representative who will drive sales growth within the SMB market by qualifying inbound leads and managing high-velocity sales cycles from initial contact to close. If you love technology, and are keen to join an industry leader — we would love to hear from you! As an Inbound Business Development Representative, your key area of responsibility will be qualifying inbound leads and managing the full SMB sales cycle to close deals within 1–3 calls. You will conduct product demos, maintain Salesforce records, and ensure timely follow-ups to hit subscription targets. You will need to work closely with internal Sales, Marketing, and Partner Account Managers. To be successful in this role you will be a persuasive communicator who can build fast rapport and simplify technical solutions for prospects. In addition, the successful candidate will have 1–3 years of tech sales experience, CRM proficiency, and the ability to manage a high-volume pipeline.

Requirements

1-3 years experience in technical sales, an understanding of fleet management and telematics preferred.
Understanding of sales techniques and methods used for lead qualification.
Ability to build and manage a robust pipeline of qualified SMB opportunities, from initial call to close.
Strong customer service orientation to address inquiries and provide information.
Strong listening skills to understand needs and respond accordingly.
Excellent verbal communication skills, including ability to convey information effectively.
Proficient in written communication, able to document technology solutions in precise detail.
Skilled at developing rapport with potential customers.
Strong aptitude for understanding technical and business requirements.
Ability to translate technical solutions to meet customer requirements.
Technical competence using software programs, including, but not limited to, Google Suite for business (Sheets, Docs, Slides), Customer Relationship Management (CRM) tools.
Highly organized and able to manage multiple tasks and projects simultaneously.
Entrepreneurial mindset and comfortable in a flat organization.

Nice To Haves

Channel sales experience/knowledge preferred.

Responsibilities

Maximize the opportunities available to our partners/BDMs by reviewing and qualifying sales leads and opportunities using predefined BANT criteria.
Strive to meet and exceed both personal and team goals in net subscriptions.
Maintain comprehensive technical knowledge of the Geotab ecosystem and effectively communicate the value proposition to prospects as a subject matter expert (SME).
Interact with prospective customers who have inquired via live chat, website, conference or event; engage prospects and showcase Geotab’s capabilities through compelling demonstrations.
Provide thorough, timely, successful follow-up to inbound inquiries.
Accurately assess prospect requirements, articulate relevant Geotab solutions, and schedule qualified appointments for BDMs and PAMs.
Appropriately distribute qualified leads to BDMs or PAMs based on Geotab segmentation.
Maintain organizational SLAs on inbound requests.
Serve as Brand Ambassador, ensuring a positive and professional representation of Geotab with potential customers and prospects.
Acquire and maintain an in-depth understanding of Geotab products, target fleet applications, and the business objectives of potential customers and partners.
Collaborate with the Partner Account Managers (PAMs) and Business Development Managers (BDMs) in gathering essential partner/customer information.
Maintain accurate and up-to-date records of all interactions and lead status in Geotab’s CRM (Salesforce).
Collect valuable market & customer intelligence from the segment/account managers/BDMs regarding customer needs/challenges.
Tailor product presentations to the specific needs and core business of each partner.
Manage the full, high-velocity sales cycle for a large volume of inbound SMB leads.
Master a transactional sales motion, guiding prospects from initial contact to a signed deal within 1-3 calls.
Foster company credibility, enhance brand value, and establish trust within the assigned business channel and their customer base.
Maintain up-to-date knowledge of all Geotab products, marketplace products, technology platforms and industry trends that impact the appropriate channel/network.
Provide regular reports on outreach activities, lead status, conversion rates, and other key metrics.
Attend and support industry trade shows.
Support Geotab global strategic initiatives.