Business Development Associate - Transportation and Logistics

About this role

Who we are:

Geotab ® is a global leader in IoT and connected transportation and certified “Great Place to Work™.” We are a company of diverse and talented individuals who work together to help businesses grow and succeed, and increase the safety and sustainability of our communities.

Geotab is advancing security, connecting commercial vehicles to the internet and providing web-based analytics to help customers better manage their fleets. Geotab’s open platform and Geotab Marketplace ®, offering hundreds of third-party solution options, allows both small and large businesses to automate operations by integrating vehicle data with their other data assets. Processing billions of data points a day, Geotab leverages data analytics and machine learning to improve productivity, optimize fleets through the reduction of fuel consumption, enhance driver safety and achieve strong compliance to regulatory changes.

Our team is growing and we’re looking for people who follow their passion, think differently and want to make an impact. Ours is a fast paced, ever changing environment. Geotabbers accept that challenge and are willing to take on new tasks and activities - ones that may not always be described in the initial job description. Join us for a fulfilling career with opportunities to innovate, great benefits, and our fun and inclusive work culture. Reach your full potential with Geotab. To see what it’s like to be a Geotabber, check out our blog and follow us @InsideGeotab on Instagram.

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…