Business Development Director - Italy

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.

Our Justride platform is used in over 250 locations globally, including some of the largest cities in the world. With our industry-first mobile ticketing SDK, we’ve partnered with large players in the transport space, including Uber, Moovit, and Transit.

Your own journey is important to us too. Choosing a role here means joining a network of innovators from all walks of life; a group of passionate individuals who consistently deliver. Here, you’ll find the tools you need to build the career you want. Whether you’re taking the direct route or trying a new path, we’ll support you no matter what.

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 for candidates in Italy, but we're ideally 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, and 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
• Ability to manage multiple concurrent workstreams effectively
• Consultative and credible with senior public-sector stakeholders and C-suite executives
• 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 in Italian and English; other languages are a bonus
• Happy to regularly travel to Rome for stakeholder meetings and in-country presence

AI at Masabi

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

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.