Business Development Associate – Public Sector
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Job Description
Business Development Associate growing SMB fleet-management sales for Geotab, a global IoT and connected-transportation company. Qualifying prospects, presenting solutions, and advancing opportunities.
Responsibilities:
- Grow new and expansion revenue by helping small and medium-sized fleets find suitable fleet management solutions.
- Manage assigned SMB accounts and sales opportunities, typically fleets with 5 to 50 vehicles.
- Work toward an individual annual recurring revenue growth target.
- Identify customer needs and present relevant Geotab solutions.
- Qualify prospects and build pipeline through direct outreach, partner programs, and referral programs.
- Conduct discovery conversations, product presentations, and demonstrations.
- Progress standard opportunities through the sales process.
- Maintain accurate customer activity, opportunity stages, next steps, activities, and close dates in Salesloft and Salesforce/SFDC.
- Engage inbound leads assigned to the territory and manage reseller referrals.
- Identify new-logo and expansion opportunities within existing SMB accounts.
- Collaborate with Business Development leadership, Revenue Operations, Partner Account Managers, Marketing, partners, and other cross-functional stakeholders.
- Develop knowledge of telematics, fleet management, Geotab products, competitors, market trends, and SMB fleet challenges.
- Share customer and market observations to support planning, competitive analysis, and revenue forecasting.
- Use customer and market research and developing AI capabilities to improve prospecting and selling efficiency.
- Seek coaching and continuously improve prospecting, discovery, negotiation, and closing skills.
- Build expertise needed to progress into a Business Development Representative role.
Requirements:
- A post-secondary diploma or degree; an equivalent combination of education and/or work experience in related fields may be substituted.
- 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.
- 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.
- 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.
- Reliable internet connection with at least 50mb DL/10mb UL when working from home.
- Proof of eligibility to work and ability to pass a background check.
Benefits:
- 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
- Benefits offered to full-time permanent employees only
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