- Manage an assigned list of SMB accounts and sales opportunities, typically serving fleets with 5 to 50 vehicles.
- Use partner and referral programs to generate qualified pipeline and advance standard SMB opportunities through the sales process.
- Deliver presentations, product overviews, and demonstrations tailored to customer needs.
- Prospect for and qualify new logo opportunities and identify expansion opportunities within existing SMB accounts.
- Execute account and opportunity plans using approved phone, email, digital, partner, referral, and other established selling motions.
- Use discovery questions to understand customer needs, fleet challenges, and buying processes, and connect standard requirements to relevant Geotab solutions.
- Maintain accurate opportunity stages, next steps, activities, and close dates in Salesloft and SFDC.
- Engage assigned inbound leads and manage the conversion and reseller referral process.
- Collaborate with Business Development leadership, Revenue Operations, Partner Account Managers, Marketing, and other stakeholders to progress opportunities.
- Use customer and market research and developing AI capabilities to improve prospecting, preparation, and selling efficiency.
Business DevelopmentSalesforceAccount Management