Pilot Success Manager

About this role

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 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). If you love technology, and are keen to join an industry leader — we would love to hear from you!

What you'll do:

As a Pilot Success Manager your key area of responsibility is 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 (PoC

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