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 grow new and expansion revenue by helping small and medium-sized fleets find the right fleet management solutions. In this early-career sales role, you will build customer relationships, develop your sales expertise, and make a measurable contribution to Geotab's growth. If you love connecting with customers and helping businesses solve real-world fleet challenges, 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 developing new and expansion sales opportunities with small and medium-sized business customers, generally fleets with 5 to 50 vehicles. You will manage assigned leads and opportunities, work toward an individual annual recurring revenue growth target, identify customer needs, and present relevant Geotab solutions. You will use established sales processes to qualify prospects, build pipeline through direct outreach and partner and referral programs, conduct discovery conversations and demonstrations, and move standard opportunities forward. You will keep customer activity and opportunity information up to date in Salesloft and Salesforce, and seek guidance when requirements or deals are more complex.

You will work closely with Business Development leaders, Revenue Operations, Partner Account Managers, Marketing, and other cross-functional colleagues to help customers and partners progress opportunities and to follow consistent sales practices. You will build your knowledge of telematics, fleet management, Geotab products, competitors, and SMB fleet challenges, while using customer and market research and developing AI capabilities to work more effectively. To thrive in this role, you will be curious, resilient, organized, collaborative, motivated by measurable goals, and open to coaching and continuous improvement.

How you'll make an impact:

• 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.

What you'll bring to the role:

Why job seekers choose Geotab: