Geotab · 3 hours ago
Business Development Representative, Inbound SMB
Atlanta, GA
Full-time
Hybrid
Entry Level
1+ years expGeotab is a global leader in IoT and connected transportation, committed to helping businesses grow and succeed while enhancing community safety and sustainability. They are seeking an Inbound Business Development Representative to drive sales growth within the SMB market by qualifying inbound leads and managing high-velocity sales cycles from initial contact to closure.
AnalyticsBig DataFleet ManagementInformation TechnologyInternetMobile DevicesSoftware
Responsibilities
Maximize the opportunities available to our partners/BDMs by reviewing and qualifying sales leads and opportunities using predefined BANT criteria
Strive to meet and exceed both personal and team goals in net subscriptions
Maintain comprehensive technical knowledge of the Geotab ecosystem and effectively communicate the value proposition to prospects as a subject matter expert (SME)
Interact with prospective customers who have inquired via live chat, website, conference or event; engage prospects and showcase Geotab’s capabilities through compelling demonstrations
Provide thorough, timely, successful follow-up to inbound inquiries
Accurately assess prospect requirements, articulate relevant Geotab solutions, and schedule qualified appointments for BDMs and PAMs
Appropriately distribute qualified leads to BDMs or PAMs based on Geotab segmentation
Maintain organizational SLAs on inbound requests
Serve as Brand Ambassador, ensuring a positive and professional representation of Geotab with potential customers and prospects
Acquire and maintain an in-depth understanding of Geotab products, target fleet applications, and the business objectives of potential customers and partners
Collaborate with the Partner Account Managers (PAMs) and Business Development Managers (BDMs) in gathering essential partner/customer information
Maintain accurate and up-to-date records of all interactions and lead status in Geotab’s CRM (Salesforce)
Collect valuable market & customer intelligence from the segment/account managers/BDMs regarding customer needs/challenges
Tailor product presentations to the specific needs and core business of each partner
Manage the full, high-velocity sales cycle for a large volume of inbound SMB leads
Master a transactional sales motion, guiding prospects from initial contact to a signed deal within 1-3 calls
Foster company credibility, enhance brand value, and establish trust within the assigned business channel and their customer base
Maintain up-to-date knowledge of all Geotab products, marketplace products, technology platforms and industry trends that impact the appropriate channel/network
Provide regular reports on outreach activities, lead status, conversion rates, and other key metrics
Attend and support industry trade shows
Support Geotab global strategic initiatives
Qualification
Required
1-3 years of tech sales experience
CRM proficiency
Ability to manage a high-volume pipeline
Persuasive communicator
Ability to build fast rapport
Simplify technical solutions for prospects
Maximize opportunities by reviewing and qualifying sales leads using predefined BANT criteria
Strive to meet and exceed personal and team goals in net subscriptions
Maintain comprehensive technical knowledge of the Geotab ecosystem
Effectively communicate the value proposition to prospects as a subject matter expert (SME)
Interact with prospective customers who have inquired via live chat, website, conference or event
Engage prospects and showcase Geotab's capabilities through compelling demonstrations
Provide thorough, timely, successful follow-up to inbound inquiries
Accurately assess prospect requirements and articulate relevant Geotab solutions
Schedule qualified appointments for BDMs and PAMs
Distribute qualified leads to BDMs or PAMs based on Geotab segmentation
Maintain organizational SLAs on inbound requests
Serve as Brand Ambassador
Acquire and maintain an in-depth understanding of Geotab products and target fleet applications
Collaborate with PAMs and BDMs in gathering essential partner/customer information
Maintain accurate and up-to-date records of all interactions and lead status in Geotab's CRM (Salesforce)
Collect valuable market & customer intelligence regarding customer needs/challenges
Tailor product presentations to the specific needs and core business of each partner
Manage the full, high-velocity sales cycle for a large volume of inbound SMB leads
Master a transactional sales motion, guiding prospects from initial contact to a signed deal within 1-3 calls
Foster company credibility, enhance brand value, and establish trust within the assigned business channel
Maintain up-to-date knowledge of all Geotab products, marketplace products, technology platforms and industry trends
Provide regular reports on outreach activities, lead status, conversion rates, and other key metrics
Attend and support industry trade shows
Support Geotab global strategic initiatives
Strong customer service orientation
Strong listening skills
Excellent verbal communication skills
Proficient in written communication
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 Google Suite for business and CRM tools
Highly organized and able to manage multiple tasks and projects simultaneously
Entrepreneurial mindset and comfortable in a flat organization
Preferred
Understanding of fleet management and telematics
Channel sales experience/knowledge
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
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
Company
Geotab
Geotab is a provider of secure Open Platform telematics technology for GPS fleet management.
1001-5000 employees
Funding
Current Stage
Late StageLeadership Team
Neil Cawse
Founder and Chief Executive Officer
Derek Luke
Chief Operating Officer
Recent News
2025-12-19
Company data provided by crunchbase