Business Development Manager – Railway (Iberia)

Critical Software; España; Remote; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Growth opportunities in key market

Exposure to European railway operators

Collaboration with engineering teams

Flexible work policies

Job summary

Critical Software seeks a seasoned Business Development professional to lead Spain's railway accounts. You will own client relationships from initial contact to signed deals, leveraging a deep network in rolling stock, signalling and engineering services, and driving multi-stakeholder RFP-led procurements.

You will shape market strategies, attend industry events, and collaborate with engineering teams to tailor compelling proposals that meet client needs and accelerate growth in Iberia.

Qualifications

• Solid experience in the railway industry in Spain.
• Strong network among rolling stock, signalling and railway engineering players.
• Proven track record in business development or sales within engineering services or software/systems.
• Experience with complex, multi-stakeholder sales cycles: RFPs, framework agreements.
• Contract management and sharp negotiation skills.
• Self-driven, organized, with CRM pipeline management.
• Fluent Spanish and English (C1/C2).

Responsibilities

• Develop and grow key railway accounts in Spain and become the partner they call first.
• Hunt new business with Spanish engineering companies and Iberian offices of major railway players.
• Attend events, trade fairs and industry forums to know the market inside out.
• Shape BD plans and market propositions; turn leads into deals with proposals, RFP responses and negotiation.
• Present our capabilities across engineering, systems, software, AI, cybersecurity and safety.
• Collaborate with engineering teams to tailor proposals to client needs.

Skills

Railway industry experience (Spain)

Business development / sales

RFPs & procurement

Contract negotiation

CRM pipeline management

Spanish & English fluency

Tools

CRM tools

Job description

THE ROLE

Railways are being reinvented: digital, connected and increasingly autonomous. At Critical Software, we build the software that keeps that revolution safe, and Spain is one of our fastest-growing railway markets, where we work with leading rolling stock manufacturers and are building long-term strategic partnerships.

This is a role for someone who already knows the people who move Spanish railways and wants to turn those relationships into lasting partnerships. You'll be Critical's first-line commercial presence in Spain, owning your accounts and leads from the first conversation to the signed deal.

This position is based in Spain, with travel mainly within the Iberia region.

WHAT YOU’LL DO

• Develop and grow our key railway accounts in Spain, becoming the partner they call first
• Hunt new business with Spanish engineering companies and the Iberian offices of major railway players
• Know the market inside out and show up where it happens: events, trade fairs and industry forums
• Shape business development plans and market propositions, and turn leads into deals through compelling proposals, RFP responses and negotiation
• Tell our story with confidence through presentations and capability demonstrations across engineering, systems, software, AI, cybersecurity and safety
• Work closely with our engineering teams and product managers to build proposals that fit what clients really need

WHAT WE’RE LOOKING FOR

Must have

• Solid experience in the railway industry in Spain
• A strong network among rolling stock, signalling and railway engineering players
• Proven track record in business development or sales within engineering services, software/systems engineering or digital transformation
• Experience with complex, multi-stakeholder sales cycles: RFPs, framework agreements and strategic procurement
• Contract management and sharp negotiation skills
• Self-driven, disciplined and organised, using CRM tools to manage your pipeline and forecasts
• Fluent Spanish and English (C1/C2 Level)

Nice to have

• Active usage of AI tools in day-to-day work: from prospecting to proposal writing
• Key account management experience with large strategic accounts
• Knowledge of train protection and signalling (ETCS, ASFA, STM)

HOW YOU CAN INSPIRE

• You adapt fast and turn sharp, critical thinking into good decisions for the project
• You are genuinely curious and challenge what needs to change and make bold calls
• You see AI as the biggest shift of this generation and you want to be part of shaping it
• When there is no map, you start drawing one rather than waiting for someone else to

WHAT WE OFFER

We invest in the people who make it all possible. Here's what that looks like in practice.

• Opportunity to shape Critical Software's growth strategy in one of its key markets
• Exposure to leading European Railway operators and technology partners
• Collaboration with world-class engineering teams delivering safety-critical solutions
• A stimulating environment where you can thrive, both personally and professionall
• Benefits and wellbeing programmes planned to support you and the people who matter to you, and a work-life balance: flexible work policies designed so your life fits around your career at Critical, not the other way round

ABOUT CRITICAL SOFTWARE

Every day we work on missions across industries as diverse as aerospace, space, defence, transport, telecoms, government, energy, finance, and healthcare. Building better and safer isn’t a slogan. It’s how we show up in the world.

Critical Software is a proud Benefit Corporation: a for-profit business legally committed to positive impact on society, workers, the community, and the environment - in addition to profit.

We are an equal opportunity workplace. If you need any adjustment in your recruitment process to show us what you can do, please let us know.

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