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 be responsible for driving direct and indirect revenue growth within Geotab's Mid-market and Enterprise Accounts (end customer fleets between 50 to 10,000 vehicles). This role is directly 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. 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 , you will be 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. The BDR acts 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 the role 5-8 years experience in sales, business development or a similar role.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.EEO and employment information 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. Geotab verifies candidates\' eligibility to work in the United States through E-Verify and is committed to accommodating people with disabilities during the recruitment and assessment processes. If you require accommodation at any stage of the application process or want more information about our diversity and inclusion and accommodation policies, please contact us at careers@geotab.com. For more details, view a copy of the EEOC\'s Know Your Rights poster. 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