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, 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 pr...