About the Position

Business Development Representative - DACH

Berlin, Germany

About the Company

Geotab® is a global leader in IoT and connected transportation, certified as a “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. Our 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.

Responsibilities

As a Business Development Representative (BDR), your key area of responsibility will be managing an assigned list of SMB sales opportunities, initiating outbound outreach, and building sales strategies to generate and achieve new Monthly Recurring Revenue (MRR) growth targets using the SPICED sales framework. You will need to work closely with cross-departmental stakeholders, including Revenue Operations and leadership, as well as the broader SMB sales team to develop strategic revenue plans and leverage internal sales systems.

To be successful in this role, you will be a self-starter with excellent verbal and written communication skills, bringing a well-defined sense of diplomacy, solid negotiation, conflict resolution, and relationship management skills. In addition, the successful candidate will have strong analytical, research, and time management skills, with an ability to leverage developing AI capabilities to augment selling activities, manage multiple timelines, and accurately document engagements within Salesloft and SFDC.

Key Responsibilities:

Manage an assigned list of SMB sales opportunities & initiate outbound outreach.
Build, evaluate, and implement sales strategies to generate new MRR for assigned opportunities.
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.
Collaborate with other cross-departmental stakeholders, including Revenue Operations, to leverage internal sales systems in accordance with best practices and in a manner that allows for effective oversight.
Develop a deep knowledge base of the telematics and fleet management industry and maintain top-of-mind awareness of trends and shifts.
Stay informed on the current competitive landscape in the category including leaders and startups.
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.

Requirements

Experience: 1-3 years of required previous experience in Sales, Business Development, Customer development, Account management, and/or related fields.
Language: Fluent written and spoken German to conduct sales meetings in the DACH region.
Skills: Proven track record in developing new business sales opportunities, preferably with experience or a strong aptitude in the telematics or fleet management industry.
Education: Post-Secondary Diploma/Degree in Engineering, Business, or Commerce (equivalent combination of education and/or work experience in related fields may be substituted).
Technical Proficiency: Strong aptitude within Salesloft and SFDC to meet minimum opportunity engagement and forecasting metrics.
AI Capabilities: Strong ability to leverage developing AI capabilities to augment selling activities for improved efficiency and win rates.
Research & Analysis: Strong aptitude for understanding technical and business requirements, coupled with research and analysis skills to understand market trends and industry pain points.
Communication: Excellent verbal and written communication skills, effective multi-tasking and time management, and a well-defined sense of diplomacy (negotiation, conflict resolution, and relationship management).

We Offer

Flexible Hybrid Working Model: Systems, functions, programs, and policies in place to support both in-person and virtual work.
Work-Life Balance: Encouragement of work-life balance with online social events, chat rooms, and gatherings.
Diversity & Inclusion: Commitment to accommodating people with disabilities during the recruitment and assessment processes and when people are hired.
Professional Growth: Opportunities to innovate, great benefits, and a fun and inclusive work culture.

Please note: Geotab does not accept agency resumes and is not responsible for any fees related to unsolicited resumes. Please do not forward resumes to Geotab employees.

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Business Development Representative - DACH

Job description