Who you are:
We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Manager, Business Development who will drive new and expansion enterprise sales opportunities within the Transportation segment. 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 Manager, Business Development, your key area of responsibility will be achieving significant new Annual Recurring Revenue (ARR) growth through strategic account development and team enablement. You will need to work closely with cross-functional teams, including Business Segment Management, Marketing, Product Management, and Operations, as well as C-level stakeholders in reseller and partner organizations.
To be successful in this role you will be a strategic thinker and an experienced sales leader with a well-defined sense of diplomacy, including solid negotiation and relationship management skills. In addition, the successful candidate will have strong analytical and project management skills with the ability to leverage sales technology like Salesloft and SFDC, manage multiple timelines, and lead a world-class team of business development professionals.
How you'll make an impact
- Accountable for the revenue growth of the Transportation segment as measured against new customer acquisition and expansion revenue growth targets.
- Execute sales strategies to meet revenue growth and market share targets in the segment.
- Actively contribute to strategic sales pursuits to maximize win rates within the segment.
- Accountable for implementing and managing a performance measurement and management system, in partnership with Sales Operations, that achieves the following outcomes:
- Maximize a risk-adjusted pipeline that at a minimum equals 1.2x the team revenue growth target.
- Maximize opportunity win rates across all sellers within the team, with a minimum win rate of 33%.
- Maximize opportunity ARPU by incorporating and measuring multi-product selling tactics into the teams selling processes.
- Minimize opportunity timelines (or maximize opportunity velocity) by incorporating and measuring selling tactics that allow the team to quickly progress through the various sales stages.
- Maximize forecast accuracy by incorporating opportunity management best practices that produce accurate and measurable risk-adjusted revenue schedules.
- Implement AI into the selling motion and systems to increase seller efficiency/productivity, as measured by the metrics above.
- Negotiate and manage customer contracts, agreements, and pricing strategies to ensure profitability and alignment with company objectives.
- Identify and evaluate new opportunities to expand the organization's presence in emerging subsegments.
- Responsible for supporting the execution of Partner Program, including sales and partner enablement activities.
- Promote and raise the profile of the Geotab’s solution offering within the segment.
- Represent Geotab at industry events to promote brand awareness, foster strategic partnerships, and engage C-level stakeholders.
- Maintain industry expertise by staying abreast of emerging technologies (IoT, telematics) and regulatory developments to provide strategic insights to leadership.
- Lead and mentor a team of sales leaders and professionals by executing department strategy, communicating vision, and managing team engagement and KPAs.
- Oversee organizational design and business unit activities, including recruiting, performance management, and career development planning for direct and indirect reports.
What you'll bring to this role:
- 8+ years of progressive experience in sales or business development, with 3-5 years in a supervisory/leadership capacity.
- Ability to travel up to 50%.
- Proven track record of success in developing and closing expansion sales opportunities within an enterprise setting.
- Deep industry knowledge of telematics, fleet management, or SaaS.
- Excellent interpersonal skills with a sense of diplomacy and strong conflict resolution abilities.
- Strong aptitude for quickly understanding and translating complex technical and business requirements into viable solutions.
- Able to anticipate and deeply understand a customer’s needs and provide strategic, viable solutions.
- Excellent verbal and written communication skills, with comfort in delivering professional presentations and leading training sessions.
- Strong aptitude and hands-on experience within key sales platforms, specifically Salesloft and Salesforce (SFDC).
- Strong ability to leverage developing AI capabilities and tools to augment BDR selling activities for improved efficiency and win rates.
- Strong time management skills and proven ability to effectively multi-task and manage competing priorities.
- Possess strong research and analysis skills to understand market trends and industry pain points. Must be a strategic thinker capable of identifying which accounts to pursue, why, identifying key decision-makers, and leading the overall sales strategy.
