Business Development Associate

We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Business Development Associate who will be responsible for driving new and expansion revenue within our small and medium-sized business (SMB) customer segment, helping fleets of 5 to 50 vehicles discover how Geotab can transform their operations. This is an exciting early-career sales opportunity for someone who thrives in front of customers, delivers engaging product demonstrations, and is ready to grow their career with industry-leading coaching. If you love connecting with customers and showcasing technology, and are keen to join an industry leader — we would love to hear from you!

As a Business Development Associate your key area of responsibility will be achieving an individual Annual Recurring Revenue (ARR) growth target by managing an assigned list of SMB leads, accounts, and opportunities. You will be responsible for prospecting and qualifying new opportunities, engaging inbound leads in your territory, running discovery conversations to understand each customer’s fleet challenges, and delivering clear, compelling presentations and live product demonstrations that connect customer needs to the right Geotab solutions. Customer demos are a central part of this role, so you will spend much of your time showing prospects how Geotab works in practice. You will also need to advance opportunities through partner and referral programs, keep opportunity stages, activities, and next steps accurate in Salesloft and Salesforce, and build your knowledge of telematics, fleet management, competitors, and market trends. You will need to work closely with Business Development leadership, Revenue Operations, Partner Account Managers, and Marketing to progress opportunities and share customer and market insights that shape planning and forecasting. Our ideal candidate is able to support customers in the Pacific time zone.

To be successful in this role you will be a confident communicator and presenter who is coachable, resilient, curious, and motivated by measurable goals. In addition, the successful candidate will have strong organization and time management skills, the ability to learn technical and business concepts quickly, and the drive to build the product, industry, and sales expertise needed to progress into a Business Development Representative role.

• Manage an assigned list of SMB accounts and sales opportunities, typically serving fleets with 5 to 50 vehicles but may differ by segment.

• Use established partner and referral programs, including emerging SMB initiatives, to generate qualified pipeline and advance standard SMB opportunities through the sales process at high velocities.

• Deliver clear presentations, product overviews, and demonstrations appropriate to the customer's needs.

• Build working knowledge of telematics, fleet management, Geotab products, and common SMB fleet challenges.

• Prospect for and qualify new logo opportunities and identify expansion opportunities within existing SMB accounts. Execute account and opportunity plans for assigned SMB prospects using approved phone, email, digital, partner, referral, and other established selling motions.

• Use established discovery questions to understand customer needs, fleet challenges, and buying processes, and connect standard requirements to relevant Geotab solutions. Maintain accurate opportunity stages, next steps, activities, and close dates in Salesloft and SFDC; seek guidance on complex or non-standard requirements.

• Collaborate with Business Development leadership, Revenue Operations, Partner Account Managers, Marketing, and other cross-functional stakeholders to progress opportunities and follow established sales practices.

• Engage all inbound leads assigned for your territory and manage conversion & reseller referral process.

• Develop awareness of competitors, market trends, and segment-specific sales narratives.

• Seek coaching, apply feedback, and continuously improve prospecting, discovery, negotiation, and closing skills.

• Share relevant customer and market observations with the team to inform established planning, competitive analysis, and revenue-forecasting processes.

• Work collaboratively with partners and cross-functional teams, and use developing AI capabilities to improve research, prospecting, preparation, and selling efficiency.

• Use customer and market research to identify opportunities and understand SMB fleet pain points.

• Build the product, industry, and competitive expertise needed to progress into a Business Development Representative role.

• Post-secondary diploma or degree, with a Bachelor’s degree or diploma in Business, Commerce, Marketing, Communications, or a related field preferred; an equivalent combination of education and work experience may be considered.

• 1–3 years of experience in sales, business development, customer development, account management, customer service, or a related customer-facing field; relevant internships or co-op experience may be considered.

• Strong communication, listening, research, and relationship-building skills, with confidence delivering presentations and product demonstrations.

• Comfortable with prospecting, outreach, discovery conversations, and follow-up, with strong organization, time management, and attention to detail across multiple opportunities.

• Coachable, resilient, curious, and motivated by measurable goals, with a demonstrated interest in building a career in business development and sales.

• Familiarity with Salesloft, Salesforce, or other CRM and sales engagement tools, and comfort using AI to improve research and selling efficiency, is an asset.

• Occasional travel for team, customer, and partner meetings, training, and industry events; a valid passport is required for international travel.