Business Development Director

This is a fully remote position, open to applicants in Italy.

📋 Description

• Develop and expand a pipeline of high-value, long-term opportunities with Italian authorities and operators, including tenders and framework agreements.

• Guide authorities throughout the procurement process, from initial discussions to contract award.

• Establish senior-level relationships with decision-makers across both authorities and operators.

• Represent Masabi at industry events and forums.

• Collaborate with EMEA and marketing teams to shape Masabi’s go-to-market strategy for Italy.

• Maintain up-to-date pipeline data.

• Define bid strategy and key themes for opportunities in Italy.

• Coordinate inputs from bids, solutions, product, delivery, legal, and finance to create compliant submissions.

• Compose and adapt bid content to meet Italian public procurement requirements.

• Develop pricing, contract terms, and risk assessments in conjunction with Legal and Finance.

• Advance opportunities through due diligence, technical workshops, and proof-of-concept stages.

• Evaluate commercial and delivery risks and identify potential issues early.

• Transition awarded contracts to delivery with clearly defined scope, timelines, and commitments.

• Keep team members updated on the status of opportunities and post-award milestones.

⛳️ Requirements

• Proven experience in selling complex technology or SaaS solutions to the public transport sector, including fare collection, ticketing, or Intelligent Transport Systems (ITS).

• Knowledge of Italian public procurement processes, including how authorities purchase, the workings of tenders, and the importance of building understanding prior to procurement.

• Proven track record of successfully closing large and complex contracts.

• Experience in defining bid strategies and crafting responses.

• Capability to manage multiple concurrent projects effectively.

• Consultative and credible approach when engaging with senior public-sector stakeholders and C-suite executives.

• Ability to work autonomously while coordinating distributed support in complex, multi-stakeholder settings.

• Proficiency in advocating for customer needs across internal teams and fostering consensus.

• Fluent in both Italian and English.

• Willingness to travel regularly to Rome and other sites across Italy, sometimes on short notice.

• Strong curiosity about experimenting with AI tools to enhance learning, problem-solving, and work efficiency.

🏝️ Benefits

• A supportive, open, and trust-based work environment.

• Opportunities for career development and support.

• Flexible remote work options available.

• Chance to collaborate with a global network of innovators.

• Engage in mission-driven work that enhances public transport accessibility.

• An inclusive workplace that welcomes underrepresented groups.

• Workplace adjustments available at any stage of the process.