Business Development Associate, Field Service

Geotab•Atlanta, GA

1d•$110,000 - $160,000•Hybrid

About The Position

Geotab is seeking an early-career Business Development Associate to drive new and expansion revenue among small and medium-sized business (SMB) customers, typically fleets of 5 to 50 vehicles. The role manages an assigned list of leads, accounts, and opportunities and works toward an individual Annual Recurring Revenue (ARR) growth target. It involves prospecting and qualifying opportunities, engaging inbound leads, understanding fleet challenges through discovery conversations, and delivering customer-focused presentations and live product demonstrations. Demonstrations are a central part of the role, and the associate will spend much of their time showing prospects how Geotab’s solutions work in practice. The associate advances opportunities through partner and referral programs, maintains accurate opportunity information in Salesloft and Salesforce, and develops knowledge of telematics, fleet management, Geotab products, competitors, and market trends. The role collaborates with Business Development leadership, Revenue Operations, Partner Account Managers, Marketing, and other stakeholders. The ideal candidate is a confident communicator and presenter who is coachable, resilient, curious, organized, and motivated by measurable goals. The position is intended to build the product, industry, and sales expertise needed to progress into a Business Development Representative role. Supporting customers in the Pacific time zone is desirable. Geotab uses a flexible hybrid working model, supporting both in-person and virtual work. Employees may come into the company’s offices as often as they like; those working from home are required to have a reliable internet connection with at least 50 Mbps download and 10 Mbps upload. Occasional travel for team, customer, and partner meetings, training, and industry events is expected; a valid passport is required for international travel. The stated OTE range is $110,000–$160,000 USD, consisting of base salary and commission or incentives. Listed perks and benefits are offered to full-time permanent employees only.

Requirements

Post-secondary diploma or degree; 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 internship or co-op experience may be considered.
Strong communication, listening, research, and relationship-building skills, including confidence delivering presentations and product demonstrations.
Comfort with prospecting, outreach, discovery conversations, and follow-up.
Strong organization, time management, and attention to detail while managing multiple opportunities.
Coachable, resilient, curious, and motivated by measurable goals, with an interest in building a career in business development and sales.
A valid passport is required for international travel.
Reliable home internet connection of at least 50 Mbps download and 10 Mbps upload when working from home.

Nice To Haves

Bachelor’s degree or diploma in Business, Commerce, Marketing, Communications, or a related field.
Familiarity with Salesloft, Salesforce, or other CRM and sales engagement tools.
Comfort using AI to improve research and selling efficiency.
Ability to support customers in the Pacific time zone.

Responsibilities

Manage an assigned list of SMB accounts and sales opportunities, typically serving fleets with 5 to 50 vehicles, and work toward an individual ARR growth target.
Use partner and referral programs, including emerging SMB initiatives, to generate qualified pipeline and advance standard SMB opportunities through the sales process.
Prospect for and qualify new-logo opportunities, identify expansion opportunities within existing SMB accounts, and execute account and opportunity plans using approved selling motions.
Engage assigned inbound leads and manage the conversion and reseller referral process.
Conduct discovery conversations using established questions to understand customer needs, fleet challenges, and buying processes, and connect standard requirements to relevant Geotab solutions.
Deliver customer-appropriate presentations, product overviews, and live product demonstrations.
Maintain accurate opportunity stages, activities, next steps, and close dates in Salesloft and Salesforce; seek guidance on complex or non-standard requirements.
Build working knowledge of telematics, fleet management, Geotab products, common SMB fleet challenges, competitors, and market trends.
Collaborate with Business Development leadership, Revenue Operations, Partner Account Managers, Marketing, partners, and other cross-functional stakeholders to progress opportunities and follow established sales practices.
Seek coaching, apply feedback, and improve prospecting, discovery, negotiation, and closing skills.
Share relevant customer and market observations to inform planning, competitive analysis, and revenue forecasting.
Use customer and market research to identify opportunities and understand SMB fleet pain points.
Use developing AI capabilities to improve research, prospecting, preparation, and selling efficiency.
Build the product, industry, and competitive expertise needed to progress into a Business Development Representative role.