Business Development Manager - SMB & Mid Market

A career with EROAD offers the unique opportunity to work in a fast‑growing organisation at the forefront of intelligent transport solutions — enhancing road safety, improving productivity, and reducing environmental impact. Our mission is to deliver intelligence you can trust, for a better world tomorrow.

About the Role

The Business Development Manager – SMB & Mid Market is responsible for driving customer acquisition, portfolio growth, and retention across a range of Small and Mid Market customers. This role manages the full customer lifecycle from prospecting and qualification through to onboarding, growth, and renewal — with a strong focus on delivering measurable customer outcomes through EROAD’s technology platform. Working closely with Marketing, Sales Development, Customer Success, and Product teams, the role balances high‑activity outbound sales with strategic account management, supported by scalable digital and automated selling motions.

Job Responsibilities

• Customer Acquisition & Portfolio Growth
  • End-to-end new customer acquisition across SMB and Mid Market segments
  • Prospecting new business and new sales over the phone through a combination of warm leads, customer referrals, phone demonstrations, and cold calling
  • Respond promptly to inbound inquiries from potential customers via phone, email, or online chat
• Account Management and Growth of an Assigned Customer Portfolio
  • Identifying expansion, upsell, and cross‑sell opportunities
  • Building trusted customer relationships with operational and commercial stakeholders
• Pipeline, Automation & Collaboration
  • Leveraging automation, CRM workflows, and digital engagement tools to scale portfolio management efficiently
  • Partnering closely with Marketing and SDR teams to maximise lead conversion and pipeline generation
  • Collaborating with Customer Success and Customer Care teams to drive onboarding quality, adoption, and retention
  • Maintaining accurate pipeline management, forecasting, and customer engagement activity within Salesforce
  • Delivering against new business, retention, ARPU, and customer engagement targets
• Sales Pipeline Management
  • Manage and prioritise sales opportunities within Salesforce, ensuring accuracy and completeness of data and actively updating progress throughout the sales cycle
  • Utilise sales forecasting tools and methodologies to track pipeline activity, identify risks, and drive action plans to achieve sales targets and objectives
  • Meet and exceed set KPI targets

What You’ll Bring

• Strong stakeholder management, communication, and commercial skills
• Ability to operate effectively in a fast‑paced, high‑growth environment
• High levels of resilience, intensity, and self‑motivation
• Demonstrated extreme ownership and accountability
• Strong CRM discipline and experience using platforms such as Salesforce, HubSpot, or similar

Skills & Required Experience

• 5+ years’ experience across SDR, Business Development, Account Executive and/or Account Management roles
• 3+ years’ experience within SaaS or hardware‑enabled SaaS environments
• Proven history of achieving or exceeding sales and growth targets
• Experience within telematics, fleet management, transport, or mobility technology sectors
• Previous leadership or mentoring experience within an SMB sales environment
• Exposure to or training in MEDDPICC or similar sales qualification methodologies
• Experience managing both transactional and consultative sales cycles
• Experience balancing high‑touch customer engagement with scalable digital sales motions