Business Development Executive
Who we are:
Who you are:
We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Business Development Executive 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 is directly accountable for achieving an ARR (Annual Recurring Revenue) growth target across a prescribed list of Executive Accounts by leading complex and consultative sales and pursuit strategies. If you love technology, and are keen to join an industry leader — we would love to hear from you!
What you'll do:
As a Business Development Executive, your key area of responsibility will be achieving ARR growth targets through new customer acquisition and existing customer upselling activities for fleets greater than 10,000 vehicles. You will act as a strategic partner and trusted advisor to the SVP, Business Development and the SVP, Global Strategic Accounts to lead complex sales strategies.
To be successful in this role you will be a strategic thinker with a well-defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills. In addition, the successful candidate will have strong analytical and research skills to understand market trends, with the ability to leverage AI capabilities and sales systems like Salesloft and SFDC to drive effective revenue forecasting.
How you'll make an impact:
-
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.
-
As required, initiate, lead, and manage contract development activities as they pertain to assigned executive accounts.
-
As required, 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.
What you'll bring to the role:
- 8+ years experience in sales, business development or a similar role.
- Ability to travel up to 60%. A valid passport is required.
- Proven track record in developing new sales and accounts.
- Experience in the telematics or fleet management industry.
- Strong aptitude for understanding technical and business requirements.
- Able to anticipate and understand customer’s needs and provide viable solutions.
- A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills.
- 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.
- Strong aptitude within Salesloft and SFDC.
- Strong time management skills, an effective multi-tasker.
- Research and analysis skills to understand market trends and industry pain points to drive opportunities.
- Strategic thinker to understand which accounts to pursue and why, identify key decision makers and lead sales strategies.
Why job seekers choose Geotab:
Flex working arrangements
Home office reimbursement program
Baby bonus & parental leave top up program
Online learning and networking opportunities
Electric vehicle purchase incentive program
Competitive medical and dental benefits
Retirement savings program
*The above are offered to full-time permanent employees only
How we work:
Other employment statements:
Geotab will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information.
We are committed to accommodating people with disabilities during the recruitment and assessment processes and when people are hired. We will ensure the accessibility needs of employees with disabilities are taken into account as part of performance management, career development, training and redeployment processes. If you require accommodation at any stage of the application process or want more information about our diversity and inclusion as well as accommodation policies and practices, please contact us at careers@geotab.com. Geotab provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Geotab complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Geotab expressly prohibits any form of workplace harassment or discrimination based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Geotab's employees to perform their job duties may result in discipline up to and including discharge. If you would like more information about our EEO program or wish to file a complaint, please contact our EEO officer, Klaus Boeckers at HRCompliance@geotab.com. For more details, view a copy of the EEOC's Know Your Rights poster. By submitting a job application to Geotab Inc. or its affiliates and subsidiaries (collectively, “Geotab”), you acknowledge Geotab’s collection, use and disclosure of your personal data in accordance with our Privacy Policy. Click here to read our Privacy Notice. Click here to learn more about what happens with your personal data.Apply for this job
*
indicates a required field