Who you are:
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- 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!
What you'll do:
As a Business Development Associate your key area of responsibility will be managing an assigned list of SMB accounts and sales opportunities (typically serving fleets with 5 to 50 vehicles). You will be responsible for bringing ELD expertise, handling rip-and-replace deployments, and advancing standard SMB opportunities through the sales process at high velocities. You will also need to deliver clear presentations, product overviews, and demonstrations appropriate to customer needs. You will need to work closely with Business Development leadership, Revenue Operations, Partner Account Managers, Marketing, external partners, and other cross-functional stakeholders.
To be successful in this role you will be a coachable, resilient, and curious professional with strong communication, listening, relationship-building, and organizational skills who is motivated by measurable goals. In addition, the successful candidate will have strong prospecting, discovery, and presentation capabilities, the ability to learn technical and fleet management concepts quickly, proficiency or familiarity with CRM and engagement tools like Salesforce and Salesloft, and comfort using developing AI capabilities to enhance selling efficiency.
How you'll make an impact:
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Manage an assigned list of SMB accounts and sales opportunities, typically serving fleets with 5 to 50 vehicles but may differ by segment.
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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.
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Deliver clear presentations, product overviews, and demonstrations appropriate to the customer's needs.
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Build working knowledge of telematics, fleet management, Geotab products, and common SMB fleet challenges.
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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.
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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.
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Collaborate with Business Development leadership, Revenue Operations, Partner Account Managers, Marketing, and other cross-functional stakeholders to progress opportunities and follow established sales practices.
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Engage all inbound leads assigned for your territory and manage conversion & reseller referral process
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Develop awareness of competitors, market trends, and segment-specific sales narratives.
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Seek coaching, apply feedback, and continuously improve prospecting, discovery, negotiation, and closing skills.
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Share relevant customer and market observations with the team to inform established planning, competitive analysis, and revenue-forecasting processes.
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Work collaboratively with partners and cross-functional teams, and use developing AI capabilities to improve research, prospecting, preparation, and selling efficiency.
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Use customer and market research to identify opportunities and understand SMB fleet pain points.
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Build the product, industry, and competitive expertise needed to progress into a Business Development Representative role.
What you'll bring to this role:
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Post-Secondary Diploma/Degree in Business, Commerce, Marketing, Communications, or a related field (or equivalent combination of education and/or work experience).
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1–3 years of required experience in sales, business development, customer development, account management, customer service, or a related customer-facing field.
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Strong communication, listening, research, and relationship-building skills with a demonstrated interest in building a career in business development and sales.
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Proven ability to learn technical and business concepts quickly, with the ability to translate customer needs into relevant solutions.
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Experience with prospecting, outreach, discovery conversations, demonstrations, follow-up, and managing multiple sales opportunities with high attention to detail.
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Familiarity with Salesloft, SFDC (Salesforce), CRM systems, or sales engagement tools is an asset.
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Coachable, resilient, curious, and motivated by measurable goals, with an openness to apply coaching and leverage developing AI capabilities to drive efficiency.
