Business Development Representative, Inbound SMB

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 an Inbound Business Development Representative who will drive sales growth within the SMB market by qualifying inbound leads and managing high-velocity sales cycles from initial contact to close. If you love technology, and are keen to join an industry leader — we would love to hear from you!

What you'll do:

As an Inbound Business Development Representative, your key area of responsibility will be qualifying inbound leads and managing the full SMB sales cycle to close deals within 1–3 calls. You will conduct product demos, maintain Salesforce records, and ensure timely follow-ups to hit subscription targets. You will need to work closely with internal Sales, Marketing, and Partner Account Managers.

To be successful in this role you will be a persuasive communicator who can build fast rapport and simplify technical solutions for prospects. In addition, the successful candidate will have 1–3 years of tech sales experience, CRM proficiency, and the ability to manage a high-volume pipeline.

How you'll make an impact:

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Maximize the opportunities available to our partners/BDMs by reviewing and qualifying sales leads and opportunities using predefined BANT criteria.

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Strive to meet and exceed both personal and team goals in net subscriptions.

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Maintain comprehensive technical knowledge of the Geotab ecosystem and effectively communicate the value proposition to prospects as a subject matter expert (SME).

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Interact with prospective customers who have inquired via live chat, website, conference or event; engage prospects and showcase Geotab’s capabilities through compelling demonstrations.

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Provide thorough, timely, successful follow-up to inbound inquiries.

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Accurately assess prospect requirements, articulate relevant Geotab solutions, and schedule qualified appointments for BDMs and PAMs.

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Appropriately distribute qualified leads to BDMs or PAMs based on Geotab segmentation.

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Maintain organizational SLAs on inbound requests.

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Serve as Brand Ambassador, ensuring a positive and professional representation of Geotab with potential customers and prospects.

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Acquire and maintain an in-depth understanding of Geotab products, target fleet applications, and the business objectives of potential customers and partners.

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Collaborate with the Partner Account Managers (PAMs) and Business Development Managers (BDMs) in gathering essential partner/customer information.

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Maintain accurate and up-to-date records of all interactions and lead status in Geotab’s CRM (Salesforce).

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Collect valuable market & customer intelligence from the segment/account managers/BDMs regarding customer needs/challenges.

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Tailor product presentations to the specific needs and core business of each partner.

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Manage the full, high-velocity sales cycle for a large volume of inbound SMB leads.

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Master a transactional sales motion, guiding prospects from initial contact to a signed deal within 1-3 calls.

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Foster company credibility, enhance brand value, and establish trust within the assigned business channel and their customer base.

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Maintain up-to-date knowledge of all Geotab products, marketplace products, technology platforms and industry trends that impact the appropriate channel/network.

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Provide regular reports on outreach activities, lead status, conversion rates, and other key metrics.

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Attend and support industry trade shows.

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Support Geotab global strategic initiatives.

What you'll bring to the role:

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1-3 years experience in technical sales, an understanding of fleet management and telematics preferred.

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Channel sales experience/knowledge preferred.

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Understanding of sales techniques and methods used for lead qualification.

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Ability to build and manage a robust pipeline of qualified SMB opportunities, from initial call to close.

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Strong customer service orientation to address inquiries and provide information.

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Strong listening skills to understand needs and respond accordingly.

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Excellent verbal communication skills, including ability to convey information effectively.

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Proficient in written communication, able to document technology solutions in precise detail.

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Skilled at developing rapport with potential customers.

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Strong aptitude for understanding technical and business requirements.

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Ability to translate technical solutions to meet customer requirements.

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Technical competence using software programs, including, but not limited to, Google Suite for business (Sheets, Docs, Slides), Customer Relationship Management (CRM) tools.

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Highly organized and able to manage multiple tasks and projects simultaneously.

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Entrepreneurial mindset and comfortable in a flat organization.

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 [email protected]. 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 [email protected]. 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 annual base salary for this position is the expected annual salary for this role, and may be subject to change. Geotab offers various perks and benefits and other compensation components that an individual may be eligible for. The actual base 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.

Hiring Range
$58,800—$72,700 CAD