Business Development Associate - Public Sector

OpenKrill; United States; Remote; USD 60,000 - 90,000; Full time

Benefits offered by this job

Flex working arrangements

Home office reimbursement

Online learning opportunities

EV purchase incentive program

Medical and dental benefits

Retirement savings program

Job summary

Geotab in the United States is seeking a Business Development Associate to grow new and expansion revenue by helping fleets of 5 to 50 vehicles find the right fleet management solutions. You will build customer relationships, learn our sales processes, and contribute to Geotab's growth with measurable results.

In this early-career role you will qualify opportunities, conduct discovery conversations, and present tailored Geotab solutions.

Qualifications

• 1–3 years in sales, business development, or related fields.
• Strong communication, listening, and relationship-building skills.
• Ability to learn technical and business concepts quickly.
• Comfort with prospecting, discovery conversations, and presentations.

Responsibilities

• Manage SMB accounts and opportunities, typically 5–50 vehicles, and grow pipeline.
• Deliver presentations, product overviews, and demonstrations tailored to customers.
• Qualify prospects using established processes and advance opportunities.
• Collaborate with cross-functional teams to move deals forward.
• Maintain accurate opportunity stages and next steps in CRM systems.
• Develop knowledge of telematics, fleet management, and Geotab products.
• Prospect new logo opportunities and identify expansion within existing SMB accounts.

Skills

Communication skills

Relationship building

Sales prospecting

Presentation skills

Time management

Education

Bachelor's degree preferred

Post-secondary diploma or degree

Tools

Salesloft

SFDC

CRM systems

Job description

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‑size 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‑size 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.

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 arrangementsHome office reimbursement programBaby bonus & parental leave top up programOnline learning and networking opportunitiesElectric vehicle purchase incentive programCompetitive medical and dental benefitsRetirement savings program

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

How we work:

At Geotab, we have a