Key Account Executive (Remote)

Geotab; United States; Hybrid; USD 90,000 - 140,000; Full time

Job summary

Geotab is seeking a results-driven Key Account Manager to manage a portfolio of strategic accounts. You will drive revenue retention, expansion, and customer value by building trusted relationships with senior stakeholders and coordinating growth through reseller channels.

You will work with regional leadership, Business Development, Solutions Engineering, and Support to align Geotab solutions with customer priorities and ensure a consistent customer experience across regions.

Qualifications

• Experience in consultative sales and fleet management or IoT.
• Strong communication and presentation skills.
• Ability to travel up to 50%.

Responsibilities

• Manage and grow an assigned portfolio of strategic accounts.
• Develop short- and long-term account plans and meet revenue targets.
• Coordinate growth activities through reseller channels and provide insights.
• Collaborate with cross-functional teams to align solutions with customer priorities.

Skills

Client relationship management

Sales strategy

Analytical thinking

Negotiation

Cross-functional collaboration

Time management

Education

Post-Secondary degree in Business/Engineering/CS

Tools

Google Suite

CRM software

Job description

Who we are:

Geotab ® is a global leader in IoT and connected transportation and certified “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. Geotab’s 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.

Who you are:

We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Key Account Manager who will manage and grow an assigned portfolio of strategic accounts, driving revenue retention, account expansion, and customer value. You will build trusted relationships with senior stakeholders, coordinate growth activities across reseller channels, and use data‑driven insights to broaden the use of the Geotab ecosystem. If you love building strategic customer partnerships and are keen to join an industry leader — we would love to hear from you!

What you'll do:

As a Key Account Manager, your key area of responsibility will be managing and growing an assigned portfolio of strategic accounts, with a focus on revenue retention, account expansion, and measurable customer value. You will work directly with end customers and coordinate account growth activities through reseller channels, develop short‑and‑long‑term account plans, meet revenue targets, and identify opportunities to expand the use of Geotab products, services, and marketplace offerings. You will also oversee account activities across relevant regions, support business reviews and forecasting, manage issues, and provide customer insights that inform regional sales execution, product feedback, and account‑specific strategy. You will work closely with senior customer stakeholders, Business Development, Partner Account Managers, Solutions Engineering, Support, and regional leadership to align solutions with customer priorities and ensure a consistent customer experience.

To be successful in this role, you will be entrepreneurial, consultative, customer‑focused, highly organised, analytical, diplomatic, and comfortable working across regions and time zones. In addition, you will have strong relationship management, communication, negotiation, problem‑solving, technical sales, project management, and business development skills, with the ability to translate technical solutions into customer outcomes and manage multiple priorities.

How you'll make an impact:

• Seek, develop and cultivate collaborative relationships with senior customer stakeholders leveraging these high‑level connections to understand strategic priorities, align solutions with executive goals, and secure long‑term partnerships by providing innovative, valuable business recommendations around large fleet best practices.
• Actively expand the subscription base and increase the usage of Geotab's products and services, including marketplace offerings like cameras and asset trackers.
• Directly responsible for meeting and exceeding assigned revenue targets for account growth, ensuring a strategic approach to generating revenue through account expansion.
• Manage assigned Enterprise accounts to a best‑in‑class standard, ensuring the basics of excellent account management are covered within regular business reviews to ensure the accuracy of forecasting, early identification/management of issues and appropriate SLT engagement from Geotab as well as ensuring Geotab is driven to the next level within the customer by actively seeking ways in which Geotab’s products and services can be utilised to drive innovation within the account.
• Consult with strategic customers on best practices in change management, technology implementation, customer experience, and other topics critical to program success.
• Educate and articulate the value of continual investment in the data provided by Geotab and our partners.
• Utilise pilots to quantify the value created by engaging with the Geotab ecosystem with the support of Strategic Account Advisors and Business Development
• Provide customer and account‑level feedback to Geotab’s regional leadership and internal stakeholders to support assigned‑account planning, product feedback and regional sales execution.
• Maintain up‑to‑date knowledge of all Geotab products, marketplace products, and industry trends that impact assigned verticals.
• Develop informed short‑and‑long‑term account plans for assigned customers, and share customer feedback and insights with internal Geotab stakeholders including Product, DNA, and Marketplace.
• Identify and map out key stakeholders within Geotab and within each assigned strategic account, ensuring comprehensive coverage and understanding of ongoing discussions and account opportunities.
• Utilise project management skills to oversee and manage account activities effectively, ensuring a consistent and impactful approach across assigned accounts and relevant regions.
• Utilise an in‑depth knowledge of Service Delivery and support processes to ensure assigned customers are maximising the benefits of Geotab’s services and paths of issue management via processes which are efficient for Geotab and the customer.
• Promote and raise the profile of the Geotab solution offering, ensuring that the company achieves positive brand equity and captures market/mind share.
• Understand the competitive landscape and provide customer‑/account‑level feedback to Marketing and internal stakeholders within Geotab.
• Provide input on new business opportunities, competitive analysis, market trends, and business environment insights within assigned accounts.
• Entrepreneurial mindset in a flat organisation.

What you'll bring to this role:

• Post‑Secondary Diploma/Degree specialising in Business, Engineering, Computer Science or a related field.
• Experience as an individual contributor in a consultative sales function.
• Experience in fleet management, IoT devices, or B2B software.
• Exceptional skills in developing and maintaining client relationships, with the ability to anticipate and understand customer needs and provide viable solutions.
• Proven track record in developing accounts.
• Strong analytical and problem‑solving skills, with the ability to make well‑judged decisions.
• Highly organised and able to manage multiple tasks and projects simultaneously.
• Excellent verbal and written communication skills, including comfort with delivering presentations and training.
• A well‑defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills.
• Technical competence using business software programs, including Google Suite for business (Sheets, Docs, Slides) and Customer Relationship Management (CRM) tools.
• Ability to actively engage with internal and external stakeholders and facilitate communications and strategies across different regions, especially where Geotab's presence is emerging or needs strengthening.
• Ability to use project management skills to oversee and manage account activities effectively across relevant regions.
• Ability to travel up to 50% of the time, including internationally; passport required.
• Flexibility to accommodate different time zones.

If you got this far, we hope you're feeling excited about this role! Even if you don't feel you meet every single requirement, we still encourage you to apply.

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.

How we work:

At Geotab, we have adopted a flexible hybrid working model in that we have systems, functions, programs and policies in place to support both in‑person and virtual work. However, you are welcomed and encouraged to come into our beautiful, safe, clean offices as often as you like. When working from home, you are required to have a reliable internet connection with at least 50mb DL/10mb UL. Virtual work is supported with cloud‑based applications, collaboration tools and asynchronous working. The health and safety of employees are a top priority. We encourage work‑life balance and keep the Geotab culture going strong with online social events, chat rooms and gatherings. Join us and help reshape the future of technology!

We believe that ensuring diversity is fundamental to our future growth and progress and is an integral part of our business. We believe that success happens where new ideas can flourish – in an environment that is rich in diversity and a place