Geotab
We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Senior Inside Sales professional who will spearhead the migration and upselling of our existing customer base to our new platform, before evolving into a full-cycle sales role driving revenue through our vehicle and asset tracking solutions. If you love building lasting client relationships, closing complex deals, and making a measurable impact at an industry leader — we would love to hear from you!
As a Senior Executive - Inside Sales, you will manage the full B2B sales cycle across new business acquisition and migration sales, working with limited supervision to prospect, qualify, demonstrate, propose, negotiate, and close opportunities across Geotab's fleet management and asset intelligence solutions.
You will manage inbound leads and execute targeted outbound prospecting strategies, maintaining a qualified pipeline through regular follow-up, accurate CRM activity logging, and reliable opportunity staging. You will conduct consultative discovery, build clear business cases, deliver product demonstrations, present tailored proposals, and negotiate pricing and deal terms.
You will support existing customers transitioning from the legacy platform to the new solution, identifying upsell and expansion opportunities during migration. You will partner with Finance, Marketing, Customer Support, Onboarding, and Implementation to deliver a seamless customer experience from first contact through onboarding, before completing a structured handover to Account Management.
Execute the full sales cycle across new business and migration opportunities, meeting or exceeding monthly and quarterly quota targets.
Manage inbound leads and targeted outbound prospecting activity to maintain a consistent, qualified pipeline with sufficient coverage.
Conduct consultative discovery sessions with prospects and existing clients to understand business challenges, identify expansion opportunities, and map Geotab solutions to operational needs.
Deliver live video and, where appropriate, in-person product demonstrations, tailored proposals, and clear business cases to customer decision-makers.
Present and negotiate pricing, contract structures, and deal terms while managing objections and advancing complex opportunities to close.
Partner with Finance on pricing requests and contract structures, and collaborate with Marketing on targeted email and digital outreach campaigns.
Coordinate post-sale handover to Customer Onboarding, Customer Success, and Implementation, maintaining ownership through onboarding to support high customer satisfaction and fast time-to-value.
Maintain accurate CRM records, opportunity stages, activity logs, pipeline updates, and weekly and monthly revenue forecasts for sales leadership.
Manage higher-complexity deals requiring advanced negotiation, multi-stakeholder coordination, and structured problem-solving, escalating unresolved issues to the Associate Director as needed.
Engage directly with customers and prospects on-site where required to advance opportunities.
Post-secondary diploma or degree, or equivalent combination of education and/or work experience in a related field.
5-8 years of full-cycle B2B inside sales experience, including prospecting, qualification, demonstration, negotiation, and close.
A proven track record of consistently meeting or exceeding quota in a target-driven inside sales environment.
Strong consultative or solution-based selling skills, including structured discovery, business-case development, and persuasive solution positioning.
Experience with outbound prospecting and inbound lead conversion in an SMB or commercial sales environment.
Effective negotiation skills and confidence managing pricing objections, deal terms, and customer stakeholders in SMB organisations.
Proficiency in CRM platforms, preferably Salesforce, for pipeline management, opportunity staging, activity tracking, and revenue forecasting.
Excellent verbal and written communication skills, with the ability to deliver compelling demonstrations, presentations, and written proposals remotely and in person.
A collaborative mindset and experience working cross-functionally with Marketing, Finance, Customer Support, Customer Success, and Implementation teams.
Familiarity with fleet management, vehicle tracking, ELD compliance, or asset intelligence is a significant asset.
Technical competence using digital sales tools, including Google Suite and CRM or sales engagement tools.
Availability for occasional travel, including use of a personal vehicle for business purposes where required.