Business Development Representative (Mid-Market & Enterprise Accounts)

Who you are: 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). If you love technology and are keen to join an industry leader, apply now!

What you'll do:

As a Business Development Representative, your key responsibility will be achieving an ARR (Annual Recurring Revenue) growth target across a prescribed list of Mid-market and Enterprise opportunities. You will collaborate closely with the Business Development and Partner Account Management leadership team, Revenue Operations, and the Business Segment team.

To excel in this role, you must be a strategic thinker, trusted advisor, and effective multi-tasker with strong diplomacy, negotiation, conflict resolution, and relationship management skills. You should also possess:

• A strong aptitude for understanding technical and business requirements;
• Research and analysis skills to identify market trends and industry pain points;
• The ability to leverage developing AI capabilities to augment selling activities for improved efficiency and win rates.

How you'll make an impact:

• 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 ensure effective revenue forecasting and meet engagement metrics.
• Collaborate with cross-departmental stakeholders, including Revenue Operations and Partner Account Managers, to leverage internal sales systems.
• Participate in RFX processes for enterprise opportunities.
• Develop a deep knowledge base of the telematics and fleet management industry, including trends and competitive landscape.
• Develop subject matter expertise in segment-specific solutions and sales narratives for assigned enterprise opportunities.
• Attend trade shows and conferences to build relationships and thought leadership.
• 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:

• 5-8 years of experience in sales, business development, customer development, account management, or a related field.
• Post-secondary diploma/degree in Engineering, Business, or Commerce (or equivalent experience).
• A proven track record in developing expansion sales opportunities and experience in the telematics or fleet management industry.
• Strong proficiency in Salesloft and SFDC, alongside research and analysis skills.
• Excellent verbal and written communication skills, including comfort with delivering presentations and training.
• Ability to leverage AI capabilities to augment selling activities.
• Willingness and ability to travel up to 40% (moderate travel required; valid passport and international travel ability needed).