Business Development Associate - Transportation and Logistics

Geotab•Atlanta, GA

9d•Hybrid

About The Position

Geotab is seeking a Business Development Associate to drive new and expansion revenue in its small and medium-sized business (SMB) customer segment, typically serving fleets with 5 to 50 vehicles. This early-career sales role manages assigned SMB accounts and opportunities, brings expertise in electronic logging devices (ELD), handles rip-and-replace deployments, and advances standard opportunities through the sales process. The associate delivers customer-focused presentations, product overviews, and demonstrations, while building knowledge of telematics, fleet management, Geotab products, and SMB fleet challenges. The role works with Business Development leadership, Revenue Operations, Partner Account Managers, Marketing, external partners, and other cross-functional stakeholders. The successful candidate is coachable, resilient, curious, organized, and motivated by measurable goals, with strong communication and relationship-building skills. Geotab describes its working model as flexible hybrid, with both in-person and virtual work supported. Benefits listed apply to full-time permanent employees only.

Requirements

Post-secondary diploma or degree in Business, Commerce, Marketing, Communications, or a related field, or an equivalent combination of education and/or work experience.
1–3 years of experience in sales, business development, customer development, account management, customer service, or a related customer-facing field.
Strong communication, listening, research, and relationship-building skills, with a demonstrated interest in a business development and sales career.
Ability to learn technical and business concepts quickly and translate customer needs into relevant solutions.
Experience with prospecting, outreach, discovery conversations, demonstrations, follow-up, and managing multiple sales opportunities with high attention to detail.
Coachable, resilient, curious, motivated by measurable goals, and open to applying coaching and using developing AI capabilities to drive efficiency.

Nice To Haves

Familiarity with Salesloft, SFDC (Salesforce), CRM systems, or sales engagement tools.

Responsibilities

Manage an assigned list of SMB accounts and sales opportunities, typically serving fleets with 5 to 50 vehicles.
Use established partner and referral programs, including emerging SMB initiatives, to generate qualified pipeline and advance standard SMB opportunities through the sales process.
Deliver clear presentations, product overviews, and demonstrations tailored to customer 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 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 assigned inbound leads and manage the conversion and 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 to inform planning, competitive analysis, and revenue forecasting.
Work collaboratively with partners and cross-functional teams, using 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.