Business Development Representative, Inbound SMB

Geotab is a global leader in IoT and connected transportation, seeking an Inbound Business Development Representative to drive sales growth within the SMB market. The role involves qualifying inbound leads, managing high-velocity sales cycles, and conducting product demos while collaborating with internal teams. 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 Skills 1-3 years of tech sales experience CRM proficiency Ability to manage a high-volume pipeline Persuasive communicator Ability to build fast rapport Ability to 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 via live chat, website, conference or event 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 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 Understanding of fleet management and telematics Channel sales experience/knowledge Understanding of sales techniques and methods used for lead qualification 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 (Sheets, Docs, Slides), 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 Company Overview Geotab is a provider of secure Open Platform telematics technology for GPS fleet management. It was founded in 2000, and is headquartered in Oakville, Ontario, CAN, with a workforce of 1001-5000 employees. Its website is