Business Development Associate

About the role

Motivate is seeking an ambitious, high-energy Business Development Associate (BDA) to build new business opportunities. This role operates under a flexible hybrid work model, blending the autonomy of working from home with targeted in-office collaboration, prospect meetings, and event attendance in the San Francisco Bay Area.

Key Responsibilities

• Lead Generation & Prospecting:

  • Target Account Pipeline: Connect with new prospects to keep the pipeline full and active across micromobility operators, curbside/infrastructure asset owners, and government/institutional buyers of labor-heavy field services.
  • Deep Account Research: Investigate specific named organizations, named contacts, and unique decision-making structures.
  • Outbound Outreach: Reach out to prospects across different channels, including emails, LinkedIn, phone calls, and warm introductions.
  • Industry Networking: Attend relevant trade shows, municipal meetings, and industry events to capture inbound leads and build community trust.

• Discovery Conversations:

  • Conduct initial calls to uncover prospect needs, timelines, budgets, and specific internal decision processes.

• Unit Economics Evaluation:

  • Qualify all leads against Motivate's operational fit, ensuring we only pursue work we can deliver profitably.

• Opportunity Briefs:

  • Prepare clean, high-impact briefs detailing who the prospect is, what they need, why we fit, and the clear path to contract.

• Context-Rich Handoff:

  • Maintain involvement through the pipeline transition to ensure a warm, detailed handoff to senior leadership for closing.

• Pipeline Management & Intelligence:

  • Metrics & Iteration: Regularly track and share outreach stats and adjust messaging as needed to continuously sharpen and improve what is and isn’t working.
  • Market Tracking: Monitor micromobility expansions, municipal RFPs, and infrastructure investment trends.
  • Competitive Intelligence: Flag what angles competitors are taking and surface recurring prospect objections or messaging gaps.
  • Team & Technology Cross-Functional Alignment: Partner closely with senior leadership to align outreach with business priorities, and coordinate with operations to accurately represent our service capabilities.
  • CRM Ownership: Own the system end-to-end, ensuring every contact, conversation, and strategic next step is thoroughly logged and current.
  • Tech Stack Mastery: Navigate LinkedIn Sales Navigator like a pro and use smart email campaigns that feel personal and authentic for outreach.

Qualifications & Handoff

• Education: Bachelor's degree in Business, Communications, Urban Planning, or a related field (or equivalent practical work experience).

• Sales Track Record: Demonstrated hands-on experience in business development or outbound prospecting, with a proven ability to independently research and build lists, build out outreach tracks, and book meetings.

• Presentation & Pitching Excellence: Ability to organize, prepare, and clearly deliver compelling sales pitches that communicate our value proposition and win client buy-in.

• Self-Directed Execution: Results-oriented mindset with the grit to manage a busy pipeline without dropping threads, creating structure where none exists.

About You

Location: Must be based in the San Francisco Bay Area.

Work Conditions & Environment

• Hybrid Framework: Balanced combination of home office, company office location, prospect meetings, and event attendance.

• Travel Requirements: Travel as needed to client locations, industry conferences, and regional networking events.

• Schedule: Flexibility to occasionally work extra or non-business hours, including evening or weekend availability when needed.

Financial Incentives

• Base + Bonus + Commission: Enjoy the financial stability of a strong base salary, coupled with a performance-driven target bonus and uncapped commission incentives.

• Work Perks:

  • Comprehensive medical, dental, and vision plans
  • Life, accidental death, long-term and short-term disability insurance options
  • Paid time off and sick time
  • Paid parental leave
  • 401k retirement plan with company match

• Hybrid/flexible work arrangement

• Opportunities for growth

Interested?

Apply Now!