Business Development Associate – Burnaby, British Columbia

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.

What you’ll do: 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 customer’s 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.

• 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 this role: Post‑secondary diploma or degree, with a Bachelor’s degree or diploma in Business, Commerce, Marketing, Communications, or a related field preferred; an equivalent combination of education and work experience may be considered. 1–3 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.

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.