Business Development Executive - Transportation & Logistics

Who we are: 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. To see what it’s like to be a Geotabber, check out our blog and follow us @InsideGeotab on Instagram . Who you are: The Business Development Executive (BDE) is a senior, quota-carrying sales representative responsible for driving direct and indirect revenue growth within Geotab’s most valuable Executive Accounts (end customer fleets greater than 10,000 vehicles). This role is directly accountable for achieving an ARR (Annual Recurring Revenue) growth target across a prescribed list of Executive Accounts by leading complex and consultative sales and pursuit strategies. This revenue growth target can come from new customer acquisition and existing customer upselling activities, where it is determined that the BDE had a measurable (within SFDC) influence on the sale. To succeed in this role, exceptional executive presence is essential. You must command the room when engaging C-suite leadership, VP-level fleet executives, and board-level stakeholders—articulating complex commercial value propositions with confidence, strategic clarity, and gravitas. Equally vital is deep domain expertise across the transportation, logistics, and supply chain ecosystem. The ideal candidate possesses an intimate understanding of commercial fleet operations, cold-chain logistics, freight dynamics, driver safety, telematics, and DOT/FMCSA regulatory compliance. You should speak the language of enterprise fleet operators fluently, translating granular operational challenges—such as fuel optimization, preventative maintenance, compliance risk, and asset utilization—into high-impact telematics and fleet intelligence solutions. What you'll do: Reporting directly to the AVP, Business Development for Transportation and Logistics, the Business Development Executive (BDE) is responsible for owning and driving strategic account sales from start to finish across Geotab’s highest-value Executive Accounts (end-customer fleets exceeding 10,000 vehicles). In this role, you will leverage commanding executive presence to hunt net-new enterprise logos while actively expanding our existing footprint, achieving aggressive direct and indirect ARR growth targets with measurable accountability in SFDC. Deeply knowledgeable in transportation, logistics, and supply chain dynamics, you will command the room with C-suite and VP-level fleet executives to solve complex operational challenges. You will collaborate seamlessly with our established signature customer account teams to maximize long-term client value and work hand-in-hand with our channel partners and broader ecosystem to deliver tailored, multi-faceted solution sales. How you'll make an impact: Prospect, research, identify, and hunt new business opportunities for assigned executive accounts. Build, evaluate, and implement sales strategies to generate new ARR for assigned executive accounts. 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. As required, initiate, lead, and manage contract development activities as they pertain to assigned executive accounts. As required, identify, engage, and support new channel partnerships that are deemed to be critical to revenue growth activities within assigned executive accounts. Collaborate with the Business Segment team to align executive sales activities to the broader segment strategies for assigned executive accounts. Collaborate with the Global Strategic Accounts to devise and implement targeted upselling strategies within assigned executive accounts. 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 processes when assigned executive accounts 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 executive accounts. 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 executive accounts. 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. <sp