Role overview

Geotab is a global leader in IoT and connected transportation solutions that help businesses manage their fleets through web-based analytics and vehicle data integration. This Business Development Executive position is a senior, quota-carrying sales role focused on driving revenue growth within Geotab’s largest enterprise accounts—specifically end-customer fleets exceeding 10,000 vehicles. You will report directly to the AVP of Business Development for Transportation and Logistics and own the complete sales cycle for high-value executive accounts.

Key responsibilities

Prospect, research, and identify new business opportunities within assigned executive accounts while building and implementing sales strategies to generate annual recurring revenue growth.
Engage C-suite and VP-level fleet executives to understand complex operational challenges and position tailored telematics and fleet intelligence solutions to address their needs.
Document all selling activities, strategies, and customer engagements in Salesloft and SFDC to support revenue forecasting, opportunity qualification, and minimum engagement metrics.
Lead contract development activities and manage RFX (Request for Proposal/Quote) processes when assigned executive accounts are involved.
Collaborate with signature customer account teams, channel partners, and cross-departmental stakeholders to maximize client value and drive revenue growth through both direct and indirect channels.
Develop subject matter expertise in telematics, fleet management trends, competitive positioning, and segment-specific solutions relevant to transportation and logistics operations.
Work with the Business Segment team and Global Strategic Accounts to align executive sales activities with broader strategies and identify upselling opportunities within existing accounts.

Requirements

Demonstrated executive presence and ability to command the room when engaging board-level stakeholders, C-suite leadership, and VP-level fleet executives with confidence and strategic clarity.
Deep domain expertise across transportation, logistics, supply chain operations, commercial fleet management, cold-chain logistics, driver safety, telematics, and DOT/FMCSA regulatory compliance.
Fluent understanding of enterprise fleet operations and the ability to translate operational challenges—such as fuel optimization, preventative maintenance, compliance risk, and asset utilization—into strategic solutions.
Proficiency with sales systems including Salesloft and Salesforce (SFDC), with ability to maintain accurate forecasting and meet minimum accuracy metrics.
Proven ability to hunt new business opportunities, build complex sales strategies, and execute consultative sales approaches with enterprise-level accounts.

What makes this role worth considering

Geotab is a certified Great Place to Work with a fast-paced, inclusive culture that values innovation and impact. You will work with a growing team of diverse professionals who are encouraged to think differently, take on new challenges, and reach their full potential while contributing to improvements in fleet productivity, safety, and sustainability.