Business Development Associate
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Job Summary
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 sub- 100 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!
As a Business Development Associate your key area of responsibility will be achieving an individual Annual Recurring Revenue (ARR) growth target by managing an assigned list of SMB leads accounts and opportunities. You will be responsible for prospecting and qualifying new opportunities engaging inbound leads in your territory running discovery conversations to understand each customers fleet challenges and delivering clear compelling presentations and live product demonstrations that connect customer needs to the right Geotab solutions. Customer demos are a central part of this role so you will spend much of your time showing prospects how Geotab works in practice. You will also need to advance opportunities through partner and referral programs keep opportunity stages activities and next steps accurate in Salesloft and Salesforce and build your knowledge of telematics fleet management competitors and market trends. You will need to work closely with Business Development leadership Revenue Operations Partner Account Managers and Marketing to progress opportunities and share customer and market insights that shape planning and forecasting. Our ideal candidate is able to support customers in the Pacific or Mountain time zone.
To be successful in this role you will be a confident communicator and presenter who is coachable resilient curious and motivated by measurable addition the successful candidate will have strong organization and time management skills the ability to learn technical and business concepts quickly and the drive to build the product industry and sales expertise needed to progress into a Business Development Representative role.
Manage an assigned list of SMB accounts and sales opportunities typically serving fleets with sub- 100 vehicles 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 customers 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.
Post-secondary diploma or degree with a Bachelors degree or diploma in Business Commerce Marketing Communications or a related field preferred; an equivalent combination of education and work experience may be considered.
25 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 with confidence delivering presentations and product demonstrations.
Comfortable with prospecting outreach discovery conversations and follow-up with strong organization time management and attention to detail across multiple opportunities.
Coachable resilient curious and motivated by measurable goals with a demonstrated interest in building a career in business development and sales.
Familiarity with Salesloft Salesforce or other CRM and sales engagement tools and comfort using AI to improve research and selling efficiency is an asset.
Occasional travel for team customer and partner meetings training and industry events; a valid passport is required for international travel.
Flex working arrangements
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
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 individuals ability to pass a background check.
On-Target Earnings (OTE) Range
$110000 - $160000 CAD
Required Experience:
IC
About Company
Our GPS fleet tracking & management system equips thousands of fleets worldwide with technology to automate, track and manage a truly optimized operation.
