Pilot Success Manager

GEOTAB; Las Vegas (NV); Hybrid; USD 120,000 - 170,000; Full time

Benefits offered by this job

Flex working arrangements

Home office reimbursement program

Baby bonus & parental leave top up

Online learning and networking

EV purchase incentive program

Job summary

Geotab is seeking a Pilot Success Manager to lead strategic customer pilots across North America and Latin America. You will design, manage, and execute pilots (PoCs) that demonstrate ROI and align with customer business objectives.

In this role, you will partner with Sales, Solutions Engineering, and Customer Success to define objectives, monitor progress, and deliver final pilot summaries to executives. Travel to customer sites is occasional, and a hybrid work model is supported.

Qualifications

• 5+ years of experience in a customer-facing technical role such as Sales Engineering, Technical Account Management, Professional Services, or Customer Success Management.
• B2B SaaS experience with large enterprise or strategic accounts.
• Proven consultative, solution-selling approach aligning tech with business objectives.

Responsibilities

• Lead and manage the entire lifecycle of strategic customer pilots for new business prospects and existing expansion.
• Act as a trusted advisor to key customer stakeholders and use pilot data to address concerns and influence evaluation criteria.
• Partner with the Business Development Manager during pilot planning to map to customer challenges and outcomes.
• Collaborate with Sales, Solutions Engineering, and Customer Success to define pilot objectives, KPIs, and success criteria.
• Develop and execute pilot project plans with timelines, resources, and risk mitigation.
• Lead as primary contact during pilot, guiding hardware installation, platform config, and user training.
• Monitor pilot progress, analyze telematics data, and report ROI and value realization.
• Serve as liaison between customer and internal teams for a seamless pilot experience.
• Manage pilots for emerging Geotab products and provide early feedback to Product team.
• Triage technical challenges during pilot and coordinate with engineering/support teams.

Skills

5+ yrs exp in customer-facing tech

B2B SaaS

Consultative selling

Project management

Strong written & verbal comms

Data-driven analysis

PoC/technical trials

Travel to customer sites

Stakeholder management

Job description

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 ourblogand follow us @InsideGeotab onInstagram.

Who you are

Geotab is seeking a Pilot Success Manager who will focus on the most strategic accounts across North America and Latin America. The PSM will be the cornerstone of the pre-sale and expansion process for these key accounts, responsible for designing, managing, and executing successful product pilots (Proofs of Concept).

What you'll do

As a Pilot Success Manager your key area of responsibility is to be the primary driver ensuring that prospective and existing customers experience the full value of the company's ecosystem, from core telematics solutions to the newest product innovations. By demonstrating tangible ROI and aligning technology with the customer's business objectives, this role plays a pivotal role in securing new business and driving significant account expansion.

How you'll make an impact

• Lead and manage the entire lifecycle of strategic customer pilots for both new business prospects and existing customer expansion opportunities.
• Act as a trusted advisor to key customer stakeholders. Use pilot data and insights to proactively address concerns, overcome objections, and influence their evaluation criteria to align with Geotab's unique value proposition.
• Partner with the Business Development Manager during the pilot planning phase to define a strategic approach that directly maps to the prospect's primary business challenges and desired outcomes, ensuring a targeted and impactful evaluation.
• Collaborate closely with the Sales team, Solutions Engineering, and key customer stakeholders to define clear pilot objectives, success criteria, and key performance indicators (KPIs) that align with the customer's business goals.
• Develop and execute detailed pilot project plans, including timelines, resource allocation, communication cadences, and risk mitigation strategies.
• Act as the primary point of contact during the pilot phase, guiding customers through hardware installation, platform configuration, and user training to ensure rapid adoption and value realization.
• Monitor pilot progress, analyze telematics data, and generate insightful reports. Proactively identify and present findings that demonstrate the value and ROI of Geotab's solutions in the customer's real-world environment.
• Serve as the central liaison between the customer and internal Geotab teams, including Sales, Solutions Engineering, Customer Success, and Product Management, to ensure a seamless and supportive pilot experience.
• Expertly manage pilots for Geotab's emerging products and features (e.g., EV solutions, ADAS, new Marketplace integrations), providing critical early-stage feedback to the Product team.
• Act as one of the first lines of support for any technical challenges during the pilot, effectively triaging issues and coordinating with Solutions Engineering and technical support teams for swift resolution.
• Prepare and deliver compelling final pilot summary presentations to customer executives, translating technical outcomes into tangible business benefits and providing a clear recommendation for moving forward.

What you'll bring to the role

• 5+ years of experience in a customer-facing technical role such as Sales Engineering, Technical Account Management, Professional Services, or Customer Success Management.
• The ability to quickly grasp a customer's business model, identify their key financial and operational drivers, and articulate how our solutions create tangible business value.
• Proven experience in a B2B SaaS environment, managing complex projects or technical deployments for large enterprise or strategic accounts.
• Skilled in applying a consultative, solution-selling methodology to align technology with customer business objectives.
• Strong project management skills with a demonstrated ability to manage multiple high-stakes projects simultaneously.
• Strong technical acumen and the ability to quickly learn and articulate complex hardware and software solutions.
• Excellent communication and presentation skills, with the ability to confidently engage with a wide range of stakeholders, from fleet managers to C-level executives.
• Data-driven and analytical mindset; comfortable working with data to uncover trends and prove value.
• Experience managing Proof of Concepts (PoCs) or technical trials in a pre-sales capacity.
• A proactive, problem-solving attitude with a relentless focus on customer success and achieving objectives.
• Ability to travel occasionally to customer sites across North America.
• Direct experience in the telematics, fleet management, logistics, or IoT industries is a nice to have.
• Spanish or Brazilian Portuguese considered an asset.

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.

Why job seekers choose Geotab

• Flex working arrangements
• Home office reimbursement program
• Baby bonus & parental leave top up program
• Online learning and networking opportunities
• Electric vehicle purchase incentive program
• Competitive medical and dental benefits
• Retirement savings program

*The above are offered to full-time permanent employees only

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!

Geotab verifies candidates' eligibility to work in the United States through E-Verify, an internet-based system operated by U.S. Citizen and Immigration Services.

Other employment statements

Geotab will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information.

We are committed to accommodating people with disabilities during the recruitment and assessment processes and when people are hired. We will ensure the accessibility needs of employees with disabilities are taken into account as part of performance management, career development, training and redeployment processes. If you require accommodation at any stage of the application process or want more information about our diversity and inclusion as well as accommodation policies and practices, please contact us at [e-mail]. Geotab provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Geotab complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Geotab expressly prohibits any form of workplace harassment or discrimination based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Geotab's employees to perform their job duties may result in discipline up to and including discharge. If you would like more information about our EEO program or wish to file a complaint, please contact our EEO officer, Klaus Boeckers at [e-mail]. For more details, view a copy of the EEOC's Know Your Rights poster. By submitting a job application to Geotab Inc. or its affiliates and subsidiaries (collectively, \"Geotab\"), you acknowledge Geotab's collection, use and disclosure of your personal data in accordance with our Privacy Policy. Click here to read our Privacy Notice.

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