Business Development Representative (Remote)

Who we are: 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 .  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 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. 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 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.    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 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. What you'll bring to the role: 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). If you got this far, we hope you're feeling excited about this role! Even if you don't feel you meet every single requirement, we still encourage you to apply. Please note: Geotab does not accept agency resumes and is not responsible for any fees related to unsolicited resumes. Please do not forward resumes to Geotab employees. Why job seekers c