Business Development Director - Italy

Masabi; Roma; Remoto; EUR 120.000 - 165.000; Tempo pieno

Descrizione del lavoro

Masabi is seeking an experienced Business Development Director to lead growth in Italy. You will own large Italian contracts from pursuit through award, guiding authorities through procurement and ensuring a smooth handover to delivery.

You will build senior relationships with transport authorities and operators, shape go-to-market in Italy with the EMEA and marketing teams, and lead bid strategy and pricing discussions as needed.

Competenze

• Experience selling complex technology or SaaS into public transport (fare collection, ticketing, ITS).
• Familiarity with Italian public procurement procedures and tenders.
• Proven track record of closing large, complex contracts.
• Ability to set bid strategy and write responses when needed.
• Manage multiple workstreams and coordinate with senior stakeholders.

Mansioni

• Build and grow a pipeline of large-value, multi-year opportunities with Italian authorities and operators.
• Guide authorities through procurement journey from first conversation to award.
• Build senior relationships with decision-makers and represent Masabi at events.
• Shape go-to-market for Italy with EMEA and marketing teams.
• Set bid strategy and win themes; coordinate cross-functional inputs to submissions.
• Move opportunities through due diligence, workshops and POCs; hand over to delivery.

Conoscenze

Complex tech sales

Public procurement

Bid strategy

Stakeholder management

Multi-stakeholder coordination

Italian/English bilingual

Travel readiness

Descrizione del lavoro

About Us_

// At Masabi, we’re driving the fare payment revolution, powering the journeys of millions all over the world. We build fare collection platforms that allow riders to seamlessly buy and present tickets for public transport either on their mobile phones, from a ticket machine, or even by tapping their bank card to travel.

The Role_

// Masabi is growing its presence across Italy, and we're looking for an experienced Business Development Director who can lead that growth: identifying and pursuing large, strategic contracts with Italian transport authorities and operators and closing the deals that matter.

You’ll own large Italian contracts from pursuit through to award, setting bid strategy and guiding authorities through their procurement journey, then keeping a hand on the transition into delivery so nothing is lost in the handover.

Your stakeholders will be some of the most important transport decision-makers in Italy. Supported by our EMEA team and part of a company with proven market presence, you’ll be the person Italian partners come to know and trust.

Location_

// This is a fully remote role, but we’re looking for someone within easy travel distance to Rome. In-country presence and face-to-face time with stakeholders matter for this work.

Responsibilities_

Business Development

• Build and grow a pipeline of large-value, multi-year opportunities with Italian authorities and operators, including tenders and framework agreements
• Guide authorities through their procurement journey from first conversation to award
• Build senior relationships with decision-makers across authorities and operators, and represent Masabi at industry events and forums
• Shape our go-to-market approach for Italy with EMEA and marketing teams, keeping pipeline data current

Bid Management

• Set bid strategy and win themes for Italian opportunities, shaping how we position ourselves at each stage
• Coordinate input from bids, solutions, product, delivery, legal and finance to build compelling, compliant submissions on time
• Write and localise bid content for Italian public procurement requirements where needed
• Shape pricing, contract terms and risk on large bids with Legal and Finance

Project Management

• Move opportunities through due diligence, technical workshops and POCs
• Assess commercial and delivery risk, and flag issues early
• Hand won contracts to delivery with clear scope, timelines and commitments
• Keep colleagues informed on opportunity and post-award milestone status

About You_

• A career selling complex technology or SaaS into public transport (fare collection, ticketing, ITS or similar)
• Italian public procurement as familiar ground: how authorities buy, how tenders work, how to build understanding before procurement
• A track record of closing large, complex contracts, not just building pipeline
• Comfortable setting bid strategy and writing responses when needed
• Multiple concurrent workstreams feel manageable, nothing slips quietly
• Consultative and credible with senior public-sector stakeholders and C-suite
• Works well independently with distributed support, comfortable with ambiguity in complex, multi-stakeholder environments
• Comfortable advocating for customer needs across internal teams and building consensus when priorities compete
• Fluent Italian and English, other languages a bonus
• Happy to regularly travel to Rome because in-country presence and face-to-face time with stakeholders matter for this work

AI at Masabi_

// AI is becoming part of how we work at Masabi. You don't need professional experience using AI tools, but we'd expect you've experimented with them and are curious about how they can help you learn, solve problems, and work more effectively.

Careers at Masabi are for people going places - driven by a mission to make transit fair and accessible for all.

// We are a network of innovators from all walks of life, passionate about making a difference. At Masabi, we operate with openness and trust, creating an environment where everyone feels empowered to bring their whole, authentic selves to work.

Whoever you are, just be yourself.

// We welcome applications from underrepresented groups, including disabled and neurodivergent people, and can make adjustments at any stage of the process. You’re also welcome to share your pronouns whenever you feel comfortable. Together, we simplify journeys, remove barriers, and improve daily life for millions.

Why Join Masabi?

• Driven by Purpose – We believe in journeys made simple. The work isn’t always easy, but the best things never are.
• Encouraged to Accelerate – Masabi is going places and our people are in the driving seat. Whether you’re taking the direct route or exploring new paths, we support your journey.
• Advancing with Empathy – We put people first and foster a culture of learning, not blame. No matter your cargo, we share the load.

We’re already powering journeys - are you ready to join us?