Business Development Representative - Public Sector at Geotab

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. Join our talent network to learn more about job opportunities and company news. 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 (BDR) 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 — we would love to hear from you! What you'll do: As a BDR you will be a quota carrying sales representative accountable for achieving an ARR (Annual Recurring Revenue) growth target across a prescribed list of Mid-market and Enterprise opportunities by leading complex and consultative sales and pursuit strategies. This revenue growth target is specific to new and existing Mid-market customer selling and existing Enterprise customer upselling (expansion revenue), where it is determined that the BDR had a measurable (within SFDC) influence on the sale. Additionally, you will act as a strategic partner and trusted advisor to the Business Development and Partner Account Management leadership team. 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 the Business Segment team to align enterprise sales activities to the broader segment strategies for assigned enterprise opportunities. • 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 this role: • 5-8 years experience in sales, business development or a similar role. • Ability to travel up to 40%. • Proven track record in developing expansion sales opportunities. • 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. 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 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: At Geotab, we have adopted a flexible hybrid working model in that we have systems, functions, programs and policies in place to support both in-person and virtual work. However, you are welcomed and encouraged to come into our beautiful, safe, clean offices as often as you like. When working from home, you are required to have a reliable internet connection with at least 50mb DL/10mb UL. Virtual work is supported with cloud-based applications, collaboration tools and asynchronous working. The health and safety of employees are a top priority. We encourage work-life balance and keep the Geotab culture going strong with online social events, chat rooms and gatherings. Join us and help reshape the future of technology! Geotab verifies candidates' eligibility to work in the United States through E-Verify, an internet-based system operated by U.S. Citizen and Immigration Services. 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 [Upgrade to PRO to see contact]. 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 [Upgrade to PRO to see contact]. 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 learn more about what happens with your personal data. The On-Target Earnings (OTE) range for this position represents the total expected annual compensation, consisting of a base salary and commission/incentives. This may be subject to change. Geotab offers various perks and benefits and other compensation components that an individual may be eligible for. The actual salary for this position depends on a variety of factors such as but not limited to skills, qualifications, education and overall experience, including the location the applicant lives while performing the job. This also includes equity with other team members and alignment with local market data. All offers of employment are contingent upon proof of eligibility to work and the individual's ability to pass a background check. On-Target Earnings (OTE) Range$140,000—$190,000 USD