Business Development Representative, Inbound SMB

Role Overview

• Qualifying inbound leads and managing the full SMB sales cycle to close deals within 1–3 calls.
• Conducting product demos, maintaining Salesforce records, and ensuring timely follow-ups to hit subscription targets.
• Working closely with internal Sales, Marketing, and Partner Account Managers.
• Maximizing opportunities available to our partners/BDMs by reviewing and qualifying sales leads and opportunities using predefined BANT criteria.
• Striving to meet and exceed both personal and team goals in net subscriptions.
• Maintaining comprehensive technical knowledge of the Geotab ecosystem and effectively communicating the value proposition to prospects as a subject matter expert (SME).
• Interacting with prospective customers who have inquired via live chat, website, conference or event; engaging prospects and showcasing Geotab’s capabilities through compelling demonstrations.
• Providing thorough, timely, successful follow-up to inbound inquiries.
• Accurately assessing prospect requirements, articulating relevant Geotab solutions, and scheduling qualified appointments for BDMs and PAMs.
• Appropriately distributing qualified leads to BDMs or PAMs based on Geotab segmentation.
• Maintaining organizational SLAs on inbound requests.
• Serving as Brand Ambassador, ensuring a positive and professional representation of Geotab with potential customers and prospects.
• Acquiring and maintaining an in-depth understanding of Geotab products, target fleet applications, and the business objectives of potential customers and partners.
• Collaborating with the Partner Account Managers (PAMs) and Business Development Managers (BDMs) in gathering essential partner/customer information.
• Maintaining accurate and up-to-date records of all interactions and lead status in Geotab’s CRM (Salesforce).
• Collecting valuable market & customer intelligence from the segment/account managers/BDMs regarding customer needs/challenges.
• Tailoring product presentations to the specific needs and core business of each partner.
• Managing the full, high-velocity sales cycle for a large volume of inbound SMB leads.
• Mastering a transactional sales motion, guiding prospects from initial contact to a signed deal within 1-3 calls.
• Fostering company credibility, enhancing brand value, and establishing trust within the assigned business channel and their customer base.
• Maintaining up-to-date knowledge of all Geotab products, marketplace products, technology platforms and industry trends that impact the appropriate channel/network.
• Providing regular reports on outreach activities, lead status, conversion rates, and other key metrics.
• Attending and supporting industry trade shows.
• Supporting Geotab global strategic initiatives.

Requirements

• 1-3 years experience in technical sales, an understanding of fleet management and telematics preferred.
• Channel sales experience/knowledge preferred.
• Understanding of sales techniques and methods used for lead qualification.
• Ability to build and manage a robust pipeline of qualified SMB opportunities, from initial call to close.
• Strong customer service orientation to address inquiries and provide information.
• Strong listening skills to understand needs and respond accordingly.
• Excellent verbal communication skills, including ability to convey information effectively.
• Proficient in written communication, able to document technology solutions in precise detail.
• 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, but not limited to, Google Suite for business (Sheets, Docs, Slides), Customer Relationship Management (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