Business Development Director

IDEMIA; Winnersh; On-site; GBP 120,000 - 180,000; Full time

Job summary

IDEMIA is seeking a Business Development Director to lead and grow our UK footprint in the Travel & Transport sector, with a focus on airports and adjacent transport infrastructure. You will build pipeline, shape market strategy, and drive opportunities with senior stakeholders across the UK.

You will operate with autonomy, driving new business, influencing deal strategy, and positioning advanced identity solutions with major customers.

Qualifications

• Experience in airport, travel, transport, or infrastructure sectors.
• Proven experience in business development, sales, or commercial roles within complex environments.
• Demonstrated success in building pipelines, and winning multi-million-value deals.
• Experience selling technology solutions such as biometrics, security, or digital identity.
• Existing network within UK airport or transport ecosystem.

Responsibilities

• Build a robust pipeline across the UK Travel & Transport ecosystem.
• Identify and develop new business opportunities, building a strong pipeline.
• Lead commercial pitches and engage with senior stakeholders, including C-level decision-makers.
• Define and execute deal strategies, leading opportunities from qualification through to close.
• Coordinate internal stakeholders to ensure deal feasibility and alignment.
• Lead development of pricing strategy and proposals.
• Close deals and ensure smooth handover to account management for delivery.

Skills

Business development

Deal strategy

Stakeholder management

Networking

B2B sales

Job description

Purpose

We are looking for an Business Development Director to lead and grow our presence across the UK within the Travel & Transport sector, with a focus on airports and adjacent transport infrastructure.

This is a high-impact role focused on building pipeline, unlocking new opportunities, and shaping market strategy in a key growth region.

You will operate with a high level of autonomy, driving new business, influencing deal strategy, and positioning advanced identity and biometric solutions with major customers across the UK.

This role offers the opportunity to take ownership of a largely untapped market, with strong visibility, accountability, and long-term growth potential.

Key Missions

• Build a strong understanding of the UK Travel & Transport ecosystem, identifying key stakeholders, trends and opportunitites
• Identify, qualify, and develop new business opportunities, building a robust and sustainable pipeline
• Prospect through a mix of network, market intelligence, events, and active monitoring of legislation, budgets, and tenders
• Gather and assess critical deal information including budget, timeline, decision-makers, and scope
• Define and execute deal strategies, leading opportunities from early-stage qualification through to close
• Drive greenfield business development activity, opening new accounts and expanding market presence
• Lead commercial pitches and engage directly with senior stakeholders, including C-level decision-makers
• Coordinate internal stakeholders (solution architects, pricing, product, and sales leadership) to ensure deal feasibility and alignment
• Lead the development of technical and commercial proposals, including pricing strategy and positioning
• Analyse the competitive landscape to inform pricing, positioning, and win strategy
• Influence customer requirements and shape opportunities to align with IDEMIA’s solution offering
• Close deals and ensure smooth handover to account management teams for delivery and long-term relationship management
• Build and develop channel partnerships where relevant to support market entry and growth
• Act as a subject matter expert for the product line, supporting account managers and wider commercial teams
• Contribute to product evolution by providing market feedback and influencing the product roadmap
• Support and mentor less experienced business development team members on deal strategy and approach

Profile

• Experience in airport, travel, transport, or infrastructure sectors-essential
• Proven experience in business development, sales, or commercial roles within complex environments
• Demonstrated success in building pipelines, and winning multi-million-value deals
• Experience selling technology solutions such as biometrics, security, or digital identity
• Existing network within UK airport or transport ecosystem