Masabi - Business Development Director

• 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 • 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 • 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 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. • Whoever you are, just be yourself.