Business Development Associate

Geotab•Atlanta, GA

11h•$110,000 - $160,000•Hybrid

About The Position

Geotab is seeking an early-career Business Development Associate to drive new and expansion revenue in its small and medium-sized business (SMB) customer segment. The role manages an assigned portfolio of SMB leads, accounts, and opportunities, typically serving fleets of 5 to 50 vehicles. The associate prospects and qualifies opportunities, engages inbound leads, discovers customers’ fleet challenges, and delivers presentations and live product demonstrations that connect customer needs to Geotab solutions. Customer demonstrations are a central part of the position. The successful candidate will build expertise in telematics, fleet management, Geotab products, competitors, and market trends, with the goal of developing the skills needed to progress into a Business Development Representative role. The associate works with Business Development leadership, Revenue Operations, Partner Account Managers, Marketing, and other stakeholders to advance opportunities and share customer and market insights. The role supports customers in the Pacific time zone. Geotab uses a flexible hybrid working model, supporting both in-person and virtual work. Employees working from home need reliable internet 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.

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 internships 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.
Coachability, resilience, curiosity, and motivation by measurable goals, with an interest in building a business development and sales career.
Ability to learn technical and business concepts quickly.
A valid passport is required for international travel.

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.
Relevant internship or co-op experience.

Responsibilities

Manage an assigned list of SMB accounts and sales opportunities, typically serving fleets of 5 to 50 vehicles.
Achieve an individual Annual Recurring Revenue growth target.
Use partner and referral programs, including emerging SMB initiatives, to generate qualified pipeline and advance opportunities through the sales process.
Prospect for and qualify new-logo opportunities and identify expansion opportunities in existing SMB accounts using approved selling motions.
Engage assigned inbound leads and manage the conversion and reseller referral process.
Conduct discovery conversations to understand customer needs, fleet challenges, and buying processes, and connect standard requirements to relevant Geotab solutions.
Deliver customer presentations, product overviews, and live demonstrations tailored to customer needs.
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.
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.
Apply coaching and feedback to improve prospecting, discovery, negotiation, and closing skills.
Use developing AI capabilities to improve research, prospecting, preparation, and selling efficiency.
Build product, industry, and competitive expertise needed to progress into a Business Development Representative role.