Business Development Representative, Inbound SMB

Geotab is a global leader in IoT and connected transportation, seeking an Inbound Business Development Representative to drive sales growth within the SMB market. The role involves qualifying inbound leads, managing high-velocity sales cycles, and conducting product demos while collaborating with internal teams.

Responsibilities

• Maximize the opportunities available to our partners/BDMs by reviewing and qualifying sales leads and opportunities using predefined BANT criteria
• Strive to meet and exceed both personal and team goals in net subscriptions
• Maintain comprehensive technical knowledge of the Geotab ecosystem and effectively communicate the value proposition to prospects as a subject matter expert (SME)
• Interact with prospective customers who have inquired via live chat, website, conference or event; engage prospects and showcase Geotab’s capabilities through compelling demonstrations
• Provide thorough, timely, successful follow-up to inbound inquiries
• Accurately assess prospect requirements, articulate relevant Geotab solutions, and schedule qualified appointments for BDMs and PAMs
• Appropriately distribute qualified leads to BDMs or PAMs based on Geotab segmentation
• Maintain organizational SLAs on inbound requests
• Serve as Brand Ambassador, ensuring a positive and professional representation of Geotab with potential customers and prospects
• Acquire and maintain an in-depth understanding of Geotab products, target fleet applications, and the business objectives of potential customers and partners
• Collaborate with the Partner Account Managers (PAMs) and Business Development Managers (BDMs) in gathering essential partner/customer information
• Maintain accurate and up-to-date records of all interactions and lead status in Geotab’s CRM (Salesforce)
• Collect valuable market & customer intelligence from the segment/account managers/BDMs regarding customer needs/challenges
• Tailor product presentations to the specific needs and core business of each partner
• Manage the full, high-velocity sales cycle for a large volume of inbound SMB leads
• Master a transactional sales motion, guiding prospects from initial contact to a signed deal within 1-3 calls
• Foster company credibility, enhance brand value, and establish trust within the assigned business channel and their customer base
• Maintain up-to-date knowledge of all Geotab products, marketplace products, technology platforms and industry trends that impact the appropriate channel/network
• Provide regular reports on outreach activities, lead status, conversion rates, and other key metrics
• Attend and support industry trade shows
• Support Geotab global strategic initiatives

Skills

• 1-3 years of tech sales experience
• CRM proficiency
• Ability to manage a high-volume pipeline
• Persuasive communicator
• Ability to build fast rapport
• Ability to simplify technical solutions for prospects
• Maximize opportunities by reviewing and qualifying sales leads using predefined BANT criteria
• Strive to meet and exceed personal and team goals in net subscriptions
• Maintain comprehensive technical knowledge of the Geotab ecosystem
• Effectively communicate the value proposition to prospects as a subject matter expert (SME)
• Interact with prospective customers via live chat, website, conference or event
• Provide thorough, timely, successful follow-up to inbound inquiries
• Accurately assess prospect requirements and articulate relevant Geotab solutions
• Schedule qualified appointments for BDMs and PAMs
• Maintain organizational SLAs on inbound requests
• Serve as Brand Ambassador
• Acquire and maintain an in-depth understanding of Geotab products and target fleet applications
• Collaborate with PAMs and BDMs in gathering essential partner/customer information
• Maintain accurate and up-to-date records of all interactions and lead status in Geotab's CRM (Salesforce)
• Collect valuable market & customer intelligence regarding customer needs/challenges
• Tailor product presentations to the specific needs and core business of each partner
• Manage the full, high-velocity sales cycle for a large volume of inbound SMB leads
• Master a transactional sales motion, guiding prospects from initial contact to a signed deal within 1-3 calls
• Foster company credibility, enhance brand value, and establish trust within the assigned business channel
• Maintain up-to-date knowledge of all Geotab products, marketplace products, technology platforms and industry trends
• Provide regular reports on outreach activities, lead status, conversion rates, and other key metrics
• Attend and support industry trade shows
• Support Geotab global strategic initiatives
• Understanding of fleet management and telematics
• Channel sales experience/knowledge
• Understanding of sales techniques and methods used for lead qualification
• Strong customer service orientation
• Strong listening skills
• Excellent verbal communication skills
• Proficient in written communication
• Skilled at developing rapport with potential customers
• Strong aptitude for understanding technical and business requirements
• Ability to translate technical solutions to meet customer requirements
• Technical competence using software programs, including Google Suite for business (Sheets, Docs, Slides), CRM tools
• Highly organized and able to manage multiple tasks and projects simultaneously
• Entrepreneurial mindset and comfortable in a flat organization

Benefits

• 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

Company Overview