Business Development Representative - Public Sector
Geotab, Columbus, OH, United States
Business Development Representative - Public Sector
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. What You'll Do
As a BDR you will be a quota carrying sales representative 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. Additionally, you will act 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 This Role
5-8 years experience in sales, business development or a similar role. Ability to travel up to 40%. 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.
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. What You'll Do
As a BDR you will be a quota carrying sales representative 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. Additionally, you will act 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 This Role
5-8 years experience in sales, business development or a similar role. Ability to travel up to 40%. 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.