Associate Director Business Development

redBus; Bengaluru; On-site; INR 2,500,000 - 3,800,000; Full time

Job summary

redBus (Makemytrip India Limited) is India's leading online bus ticketing platform, expanding across India and select international markets. We are seeking a strategic leader to own and grow government sales with RTC partners, driving revenue growth and expanding routes and ticketing volumes from govt accounts.

The role requires MBA from a Tier 1 school and 6–10 years of relevant experience, including govt sales or large enterprise sales.

Qualifications

• MBA from a Tier 1 institute is must.
• 6-10 years overall experience, 3-4 years minimum in Govt sales or 6+ years in Enterprise Sales.

Responsibilities

• Drive government and RTC LOB, with a focus on revenue growth and profitability.
• Develop and own the national strategy for RTC partner acquisition, expansion, and renewals.
• Lead end-to-end government sales cycles, including tenders, negotiations, and closures.
• Relationship Management - serve as the primary senior liaison for RTC leadership.
• Manage and expand existing RTC relationships to increase routes, fleet coverage, and ticketing volumes.
• Cross-Functional Leadership - work with Product and Tech teams to define requirements and deliver compliant, scalable solutions for government partners.
• Collaborate with Regional BD and Marketing teams to align on go-to-market strategies and drive adoption.
• Lead responses to government RFPs and tenders by coordinating with internal legal, finance, and operations teams.

Skills

Govt sales

Executive comms

Cross-functional leadership

SaaS knowledge

Education

MBA from Tier 1

Job description

redBus(makemytrip India Limited) is India's largest online bus ticketing platform operating across India, SEA & LATAM (Part of GO-MMT group, Nasdaq: MMYT). We have the largest network of bus operators and satisfied customers booking up to 250,000 transactions a day through mobile and desktop channels. With over 400,000+ live routes in multiple continents, we host the largest inventory of bus seats from private bus operators and state road transport corporations. We are a true Indian MNC with global presence and operations across India, Singapore, Malaysia, Indonesia, Vietnam, Cambodia, Peru, and Colombia.

In India, redBus works with 6300+ bus operators with services across 50,000+ routes and a customer base of more than 10 million. Our other product lines include redRails to book train ticketing and redHotels for Hotel Booking. redBus at its heart is about people. As the pioneer in our space, we are passionate about creating amazing experiences for passengers, partners, and our people. Energized by a great work environment, where talent is nurtured, innovation is celebrated, and challenges are conquered, we journey towards creating fulfilling moments for everyone whose lives we touch. Always striking a balance between getting the job done, while also having fun along the way. So here is to being a Great Place to Work!

MakeMyTrip (MMT) is India’s number one online travel company. All domestic and international carriers are partnered with MMT for flight booking. Since the year of its inception in 2000, MMT has been scaling new heights every day. The ride so far has been like Indian roads – smooth in patches and bumpy in some! Through it all, we have continued moving forward with an eye on the future. Our focus has always been on delivering value to our customers and employees alike and we truly believe that “Happy Employees Make Happy Customers”.

At redBus our work fundamentally transforms the way people experience road journeys. Our focus has remained to make road transportation more efficient and reliable through technology innovation and winning partnerships with all ecosystem players thereby delivering solutions that truly enrich the lives of our customers and partners. When it comes to intercity travel by road, we are the most important, the most valuable, and the most celebrated business in India with millions of customers and thousands of business owners counting on us. It is a privilege to work on extending this globally by making our products work in other markets and to impact even more people. Today, as we think beyond bus journeys we are guided by our vision to be innovative and stay true to our heritage of creating value for all players by targeting unsolved problems.

About the Role

Responsibilities

• Strategic Ownership - Drive government and RTC LOB, with a focus on revenue growth and profitability.
• Sales - Develop and own the national strategy for RTC partner acquisition, expansion, and renewals.
• Lead end-to-end government sales cycles, including tenders, negotiations, and closures.
• Relationship Management - Serve as the primary senior liaison for RTC leadership.
• Manage and expand existing RTC relationships to increase routes, fleet coverage, and ticketing volumes.
• Cross-Functional Leadership - Work closely with Product and Tech teams to define requirements and deliver compliant, scalable solutions for government partners.
• Collaborate with Regional BD and Marketing teams to align on go-to-market strategies and drive adoption.
• Lead responses to government RFPs and tenders by coordinating with internal legal, finance, and operations teams.

Qualifications

• Educational Qualification: MBA from a Tier 1 school is must.
• Years of Experience (Minimum & Maximum): 6 to 10 years of experience overall, 3-4 years minimum in Govt sales or Govt relations or 6+ years in Enterprise Sales.

Required Skills

• Domain Expertise: Must have hands-on Sales experience working directly with Government, State or Central or Large Enterprise Accounts or Transport Departments, or Public Sector Undertakings (PSUs).
• Excellent executive-level communication and negotiation.
• Strong cross-functional leadership with the ability to influence and align teams across Product, Tech, Marketing, and BD.
• Fair understanding of ecommerce, SAAS platforms, and marketplace business models.

Preferred Skills

• Must be comfortable with frequent travel across India.