Drives new and expansion revenue across SMB fleet accounts by prospecting, qualifying leads, conducting discovery conversations, delivering product demonstrations, and advancing sales opportunities. Maintains accurate pipeline data in Salesloft and Salesforce, works with partners and cross-functional teams, researches market trends, and develops expertise in telematics and fleet management. The role requires strong communication, organization, coachability, resilience, and motivation to progress in business development and sales.

Develop new and expansion sales opportunities for small and medium-sized fleet customers. Manage leads, prospect through phone, email, partner, and referral channels, qualify customer needs, conduct discovery conversations and product demonstrations, maintain accurate pipeline data in Salesloft and Salesforce, and advance opportunities through the sales process. Collaborate with revenue operations, partners, marketing, and business development leaders while building expertise in telematics, fleet management, competitors, and SMB fleet challenges.

Leads Geotab’s North American channel sales organization, owning revenue, market share, profitability, partner growth, and strategic commercial relationships. Develops partner plans, negotiates agreements, expands the ecosystem, enables resellers and strategic partners, and aligns channel and direct sales. Builds and manages a high-performing team, oversees hiring and budgets, and applies AI and automation to improve forecasting, productivity, sales processes, and partner effectiveness. Travel of up to 60%, including internationally, is required.