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Business Unit
VBU - TrakM8
Job Description
Job Purpose
The Business Development Manager’s role is to proactively identify, engage and convert a sustainable pipeline of new-logo business opportunities for Trakm8’s telematics, camera and optimisation solutions. Operating within the Fleet vertical, the role targets high-value prospects that align with Trakm8’s core customer profile — typically mixed fleets of 500+ vehicles requiring scalable optimisation and telematics services. The role will identify key customer challenges, qualify opportunities and translate customer needs into tailored technical and commercial solutions that deliver recurring revenue growth, strong maintenance ratios and long-term strategic partnerships.
This is a pure new logo hunting role, focused exclusively on winning net new business for Trakm8, with no account management or renewal responsibility. Working within a dedicated new business sales team and reporting directly to the Head of Sales, the BDM is accountable for delivering individual new customer acquisition targets as set out in the One Page Strategy Plan.
Key Responsibilities
Pipeline Development & Lead Generation
- Proactively identify, engage and develop new-logo business opportunities within the Fleet vertical.
- Focus on organisations managing LCV, PC, or mixed fleets of 500+ vehicles.
- Build a high-quality pipeline for telematics, camera and optimisation solutions to achieve annual recurring revenue targets (minimum £80k per account).
- Generate pipeline through outbound calling, LinkedIn prospecting, industry networking, events and referrals.
- Build and maintain a personal new business pipeline with a minimum 3x coverage ratio.
- Contribute to the team’s collective target of +£1.5M new qualified pipeline in Q2 2026.
Opportunity Qualification
- Conduct structured discovery sessions to understand customer pain points, operational challenges and strategic objectives.
- Map customer requirements to Trakm8’s product suite, ensuring a strong solution fit across telematics, cameras, optimisation and value-added services.
- Qualify opportunities through a consultative approach to ensure commercial viability, technical feasibility and alignment with Trakm8’s strategic profile.
CRM & Forecasting
- Maintain CRM (pipeline stages, activities, next actions, close dates) to the standard required by the Head of Sales - on time, every time.
- Provide accurate weekly pipeline and forecast updates; flag risks and blockers early.
- Ensure all new logo activity and progress is fully visible and accurately represented.
Collaboration & Team
- Work closely with the Head of Sales to prioritise target accounts, align on strategy and accelerate deal progression.
- Collaborate with Marketing on campaign alignment, lead follow-up and proposition development.
- Partner with Pre-Sales and Professional Services for technical discovery, scoping and proposal support.
- Contribute to a positive, high-performance team culture - share learnings, support peers and bring energy every day.
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Sales Cycle Management
- Manage the full new business sales cycle from first contact through to signed contract, typically 3–9+ months in duration.
- Build compelling, customised proposals, solution summaries and business cases for senior stakeholders.
- Engage procurement, legal and finance functions to navigate contract and commercial processes.
- Achieve and exceed individual new logo ARR quota as set by the Head of Sales.
Optimisation & ADAS
- Develop strong knowledge of Trakm8’s Route Optimisation and ADAS capabilities and lead with these as key differentiators in new business conversations.
- Stay current on Trakm8’s evolving AI and ADAS proposition to position effectively with prospects.
- Support the team goal of £500k+ additional Optimisation ARR in 2026.
Market Intelligence
- Feed competitive intelligence, prospect insights and market trends back to the Head of Sales and Product team.
- Represent Trakm8 professionally at relevant industry events, forums and trade shows.
- Build a personal brand and network within the UK fleet and telematics community.
Skills / Experience / Competency Required
- Proven experience in business development, new-logo acquisition or enterprise sales in telematics, fleet management, SaaS or related sectors.
- Strong understanding of fleet operations, especially within mixed LCV/PC environments.
- Ability to develop and convert complex sales opportunities using a consultative approach.
- Excellent communication, questioning and stakeholder-management skills.
- Demonstrated ability to manage multi-stakeholder sales cycles from prospecting through to close, with solutions of £50k+ ACV.
- Strong outbound prospecting discipline — comfortable generating pipeline rather than relying on inbound leads.
- CRM-literate; comfortable working in a data-driven, pipeline-accountable sales environment.
- Comfortable working fully remotely and managing own time with a high degree of autonomy.
- Full UK driving licence (role requires travel to customer sites and industry events).
Desirable Skills
- Degree-level education in Business, Sales, Marketing or a related discipline.
- Professional sales training (e.g. SPIN Selling, Challenger, MEDDIC, Consultative Selling).
- Experience with optimisation platforms, route planning solutions, or camera/ADAS technologies.
- Experience selling into the Fleet vertical, including LCV, PC and mixed-fleet environments.
- Background in key account-style selling or enterprise consultative sales.
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Personal Attributes
- Demonstrates key account characteristics — strategic thinking, customer centricity and long-term relationship development.
- Proactive, resilient and comfortable working in a target-driven environment.
- Curious and innovative, with a continuous improvement mindset.
- Strong planning, organisational and prioritisation skills.
- High integrity and a commitment to delivering excellent customer outcomes; never oversells.
- Comfortable representing the business professionally at customer sites and industry events.
- Self-motivated, driven and capable of working independently.
- High energy with the tenacity to maintain momentum through long sales cycles.
Our Values
We’re a close-knit team who care about each other, our customers and making a positive impact, our values drive who we are and the decisions we make:
- Caring & Committed – We show up for each other and deliver with dedication.
- Make a Difference – We create impact that matters.
- Relentless – We push forward until we succeed.
- Do the Right Thing – We choose integrity every time.
- Joy of the Journey – We enjoy the ride and celebrate along the way.
Health & Safety
As a Trakm8 Group employee, you have the following H&S responsibilities:
- To comply with the Group H&S policy and procedures;
- To take care of your own health and safety and that of people who may be affected by what you do (or what you do not do);
- To co-operate with others on health and safety;
- To not interfere with, or misuse, anything provided for your health, safety or welfare;
- To wear/use the correct Protective Equipment at all times;
- To follow the training you have received at all times.
Information Security
As a Trakm8 Group employee, you have the following Information Security responsibilities:
- To follow the Group Information Security policies at all times;
- To ensure that passwords under your responsibility are kept confidential;
- To keep Group or Company information secure and confidential at all times;
- To inform your manager immediately if you detect, suspect or witness an incident that may be a breach of security.
This role requires screening in the below areas:
- References
The above job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. All job descriptions are subject to possible modifications in line with the needs of the business.
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