Business Development Executive

About the role

Geotab is seeking a Business Development Executive who will drive direct and indirect revenue growth within Geotab’s most valuable Executive Accounts (end customer fleets greater than 10,000 vehicles).

Responsibilities

• Achieve ARR growth target across prescribed list of Executive Accounts by leading complex and consultative sales and pursuit strategies.
• Work closely with Business Segment teams, Global Strategic Accounts, Revenue Operations, Partner Account Managers, and external channel partners while serving as a strategic partner to the SVP, Business Development and SVP, Global Strategic Accounts.
• Prospect, research, identify, and hunt new business opportunities for assigned executive accounts.
• Build, evaluate, and implement sales strategies to generate new ARR for assigned executive accounts.
• Document all selling strategies, engagements, and activities within Salesloft and SFDC to allow for effective revenue forecasting and meet 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.
• As required, initiate, lead, and manage contract development activities as they pertain to assigned executive accounts.
• As required, identify, engage, and support new channel partnerships deemed critical to revenue growth activities within assigned executive accounts.
• Collaborate with the Business Segment team to align executive sales activities to broader segment strategies for assigned executive accounts.
• Collaborate with the Global Strategic Accounts to devise and implement targeted upselling strategies within assigned executive accounts.
• Collaborate with other cross-departmental stakeholders, including Revenue Operations and Partner Account Managers, to leverage internal sales systems in accordance with best practices and allow effective oversight.
• Collaborate on RFX processes when assigned executive accounts 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 subject‑matter expertise of the subsegment strategies (segment‑specific solutions and sales narratives) for assigned executive accounts.
• 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 beneficial for assigned executive accounts.
• 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.

Requirements

• 8–10 years of experience in sales, business development, customer development, account management, or related fields.
• Post‑Secondary Diploma/Degree in Engineering, Business, Commerce, or equivalent combination of education and work experience.
• Proven track record in developing new sales and accounts within the telematics or fleet management industry.

Skills

• Strong aptitude within Salesloft and SFDC, alongside a strong ability to leverage AI capabilities to augment selling activities.
• Strategic thinker with strong research and analytical skills to evaluate market trends, identify decision‑makers, and execute pursuit strategies.
• Highly developed sense of diplomacy, featuring solid negotiation, conflict resolution, relationship management, and presentation skills.
• Ability to travel internationally up to 60% of the time (valid passport required).

Benefits