Sales Development Representative, Outbound

Geotab•Atlanta, GA

9d•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 a Sales Development Representative who will develop sales activity within their assigned segments/channels by presenting solutions to existing and prospective clients through outbound prospecting. They will be responsible for generating new business opportunities through proactive outreach including cold calling, email campaigns, and networking at trade shows. If you love technology, and are keen to join an industry leader — we would love to hear from you! As a Sales Development Representative, your key area of responsibility will be generating new business opportunities, qualifying prospects based on BANT criteria, and scheduling qualified appointments for Business Development Managers (BDMs). You will also be responsible for maintaining comprehensive technical knowledge of Geotab’s offerings to act as a Subject Matter Expert (SME) and accurately assess prospect requirements. You will need to work closely with Partner Account Managers (PAMs), Business Development Managers (BDMs), and Sales Managers to proactively manage the pipeline and gather essential customer intelligence. To be successful in this role, you will be a persistent self-starter with excellent communication skills and the ability to build rapport quickly with potential customers. In addition, the successful candidate will have strong technical and business aptitude, with the ability to manage multiple tasks simultaneously and an entrepreneurial mindset to drive revenue growth in a fast-paced environment.

Requirements

1-3 years of experience in technical sales, with 2-3 years specifically in outbound outreach preferred.
Post-Secondary Diploma/Degree in Business, Commerce, Engineering, Computer Science, or a related field.
Proven experience with outbound outreach utilizing sales engagement tools like Salesloft or Outreach.
Strong technical aptitude with the ability to translate technical solutions to meet customer requirements and navigate CRM tools (Salesforce).
Exceptional communication and interpersonal skills, including the ability to persuasively communicate over the phone and develop rapport quickly.
Highly organized with the ability to manage multiple tasks and projects simultaneously in a flat organization.

Nice To Haves

Knowledge of fleet management, telematics, and channel sales is highly valued.

Responsibilities

Contribute to outbound prospecting strategies and then successfully execute, driving overall revenue growth by converting prospects into opportunities for assigned segment(s).
Strive to meet and exceed both personal and team goals in net subscriptions.
Maintain comprehensive technical knowledge of Geotab’s offerings and effectively communicate the value proposition to prospects, acting as the subject matter expert (SME).
Initiate contact with prospective customers through various channels (outbound calls and lead submissions via live chat or website); engage prospects effectively, and showcase Geotab’s capabilities through compelling demonstrations.
Qualify prospects based on predefined BANT criteria to ensure they meet the target customer profile.
Accurately assess prospect requirements, articulate relevant Geotab solutions, and schedule qualified appointments for Business Development Managers (BDMs).
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 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).
Collaborate with the Sales Managers/PAMs/BDMs to proactively manage the number of partners/customers in the pipeline in order to meet or exceed sales goals.
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.
Participate in sales and channel development strategies to assist the company in optimizing information related to the industry and customer needs.
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.
Assist in the creation of outbound messaging which will be used to effectively communicate with prospects using a tool such as Salesloft.
Attend and support industry trade shows.
Support Geotab global strategic initiatives.