Business Development Associate - Public Sector

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 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:

• A post-secondary diploma or degree; an equivalent combination of education and/or work experience in related fields may be substituted.

• A bachelor's degree or diploma in Business, Commerce, Marketing, Communications, or a related field is preferred.

• 1–3 years of previous experience in sales, business development, customer development, account management, customer service, or a related field; experience with prospecting, relationship building, CRM systems, and partner or referral programs i

• Strong communication, listening, research, and relationship-building skills.

• Ability to learn technical and business concepts quickly and translate customer needs into relevant solutions.

• Comfort with prospecting, outreach, discovery conversations, presentations, and follow-up.

• Strong organization, time management, and attention to detail when managing multiple opportunities.

• A coachable, resilient, curious approach and motivation to achieve measurable goals.

• Ability to work collaboratively with partners and cross-functional teams.

• Familiarity with Salesloft, SFDC, CRM systems, or sales engagement tools is an asset.

• Comfort using developing AI capabilities to improve research, prospecting, preparation, and selling efficiency.

• Ability to use market and customer research to identify opportunities and understand SMB fleet pain points.

If you got this far, we hope you're feeling excited about this role! Even if you don't feel you meet every single requirement, we still encourage you to apply.   Please note: Geotab does not accept agency resumes and is not responsible for any fees related to unsolicited resumes. Please do not forward resumes to Geotab employees.   This posting is for an existing vacancy.   Why job seekers choose Geotab:

Flex working arrangements
Home office reimbursement program
Baby bonus & parental leave top up program
Online learning and networking opportunities
Electric vehicle purchase incentive program
Competitive medical and dental benefits
Retirement savings program

*The above are offered to full-time permanent employees only

How we work: At Geotab, we have adopted a flexible hybrid working model in that we have systems, functions, programs and policies in place to support both in-person and virtual work. However, you are welcomed and encouraged to come into our beautiful, safe, clean offices as often as you like. When working from home, you are required to have a reliable internet connection with at least 50mb DL/10mb UL. Virtual work is supported with cloud-based applications, collaboration tools and asynchronous working. The health and safety of employees are a top priority. We encourage work-life balance and keep the Geotab culture going strong with online social events, chat rooms and gatherings. Join us and help reshape the future of technology!   We believe that ensuring diversity is fundamental to our future growth and progress and is an integral part of our business. We believe that success happens where new ideas can flourish – in an environment that is rich in diversity and a place where people from various backgrounds can work together. Geotab encourages applications from all qualified individuals. We are committed to accommodating people with disabilities during the recruitment and assessment processes and when people are hired. We will ensure the accessibility needs of employees with disabilities are taken into account as part of performance management, career development, training and redeployment processes. If you require accommodation at any stage of the application process or want more information about our diversity and inclusion as well as accommodation policies and practices, please contact us at careers@geotab.com. By submitting a job application to Geotab Inc. or its affiliates and subsidiaries (collectively, “Geotab”), you acknowledge Geotab’s collection, use and disclosure of your personal data in accordance with our Privacy Policy. Click here to read our Privacy Notice. 

The On-Target Earnings (OTE) range for this position represents the total expected annual compensation, consisting of a base salary and commission/incentives. This may be subject to change. Geotab offers various perks and benefits and other compensation components that an individual may be eligible for. The actual salary for this position depends on a variety of factors such as but not limited to skills, qualifications, education and overall experience, including the location the applicant lives while performing the job. This also includes equity with other team members and alignment with local market data. All offers of employment are contingent upon proof of eligibility to work and the individual's ability to pass a background check.

On-Target Earnings (OTE) Range$110,000—$160,000 USD