Business Development Executive - Transportation & Logistics

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. Who you are: The Business Development Executive (BDE) is a senior, quota-carrying sales representative responsible for driving direct and indirect revenue growth within Geotab’s most valuable Executive Accounts (end customer fleets greater than 10,000 vehicles). This role is directly accountable for achieving an ARR (Annual Recurring Revenue) growth target across a prescribed list of Executive Accounts by leading complex and consultative sales and pursuit strategies. This revenue growth target can come from new customer acquisition and existing customer upselling activities, where it is determined that the BDE had a measurable (within SFDC) influence on the sale. To succeed in this role, exceptional executive presence is essential. You must command the room when engaging C-suite leadership, VP-level fleet executives, and board-level stakeholders—articulating complex commercial value propositions with confidence, strategic clarity, and gravitas. Equally vital is deep domain expertise across the transportation, logistics, and supply chain ecosystem. The ideal candidate possesses an intimate understanding of commercial fleet operations, cold-chain logistics, freight dynamics, driver safety, telematics, and DOT/FMCSA regulatory compliance. You should speak the language of enterprise fleet operators fluently, translating granular operational challenges—such as fuel optimization, preventative maintenance, compliance risk, and asset utilization—into high-impact telematics and fleet intelligence solutions. What you'll do: Reporting directly to the AVP, Business Development for Transportation and Logistics, the Business Development Executive (BDE) is responsible for owning and driving strategic account sales from start to finish across Geotab’s highest-value Executive Accounts (end-customer fleets exceeding 10,000 vehicles). In this role, you will leverage commanding executive presence to hunt net-new enterprise logos while actively expanding our existing footprint, achieving aggressive direct and indirect ARR growth targets with measurable accountability in SFDC. Deeply knowledgeable in transportation, logistics, and supply chain dynamics, you will command the room with C-suite and VP-level fleet executives to solve complex operational challenges. You will collaborate seamlessly with our established signature customer account teams to maximize long-term client value and work hand-in-hand with our channel partners and broader ecosystem to deliver tailored, multi-faceted solution sales. How you'll make an impact: - 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 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. - 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 that are deemed to be critical to revenue growth activities within assigned executive accounts. - Collaborate with the Business Segment team to align executive sales activities to the 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 in a manner that allows for 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 a 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 it is deemed to be beneficial in pursuit of 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. What you'll bring to this role: - 8+ years experience in sales, business development, transportation & logistics or a similar role. - Post-secondary diploma or degree in Business, Commerce, or a related field, or an equivalent combination of education and work experience. - Proven track record in developing new sales and accounts. - 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. - Ability to travel internationally up to 60% of the time (frequent travel; valid passport required). 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 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 careers@geotab.com. 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 HRCompliance@geotab.com. 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 read our Privacy Notice.