Business Development Representative (Remote)

Geotab

12h•$160,000 - $200,000•Remote

About The Position

Geotab is seeking a Business Development Representative who will drive direct and indirect revenue growth within Geotab’s Mid-market and Enterprise Accounts (end customer fleets between 50 to 10,000 vehicles) by leading complex and consultative sales and pursuit strategies. As a Business Development Representative your key area of responsibility will be achieving an ARR (Annual Recurring Revenue) growth target across a prescribed list of Mid-market and Enterprise opportunities. You will need to work closely with the Business Development and Partner Account Management leadership team, Revenue Operations, and the Business Segment team. To be successful in this role you will be a strategic thinker, trusted advisor, and effective multi-tasker with a well-defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills. In addition, the successful candidate will have a strong aptitude for understanding technical and business requirements, research and analysis skills to understand market trends and industry pain points, and the ability to leverage developing AI capabilities to augment selling activities for improved efficiency and win rates.

Requirements

5-8 years of experience in sales, business development, customer development, account management, or a similar/related field.
Post-Secondary Diploma/Degree in Engineering, Business, or Commerce (or an equivalent combination of education and/or work experience in related fields).
Proven track record in developing expansion sales opportunities and experience in the telematics or fleet management industry.
Strong aptitude within Salesloft and SFDC, alongside research and analysis skills to understand market trends and industry pain points.
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.
Willingness and ability to travel up to 40% (moderate travel required; valid passport and ability to travel internationally needed).

Responsibilities

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 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.