Business Development Director

We are looking for a Business Development Director who doesn’t just respond to the market — they shape it. This isn’t a role for order-takers or relationship managers content to maintain the status quo. We need a commercial leader who brings a genuine point of view to every customer conversation: one who can challenge how transport authorities and operators think about their ITCS investment, reframe the problems they believe they face, and lead them to solutions they hadn’t yet considered.

You will be the senior commercial voice for ebblo International across target markets (UK, Europe, MENA and APAC), responsible for personally leading our most complex, high-value pursuits. Reporting to the Commercial Director, this is a career-defining opportunity for someone who thrives on constructive tension, insight-led selling, and winning deals others couldn’t.

• Teach customers something new: Bring insight to every senior engagement. Use your deep understanding of transport operations, regulatory pressures, and technology trends to challenge customers’ existing assumptions about ITCS — before they’ve even issued a tender. Position ebblo not as a vendor responding to requirements, but as a thought partner who helps shape them.
• Tailor the commercial conversation: Understand the economic drivers, political priorities, and strategic pressures unique to each transport authority or operator. Craft compelling value propositions that speak directly to what keeps their executives up at night — not generic product pitches.
• Take control of the sales process: Own the deal from first conversation to contract signature. Drive momentum, set the agenda, and navigate procurement complexity with confidence. Be willing to push back constructively when a customer’s evaluation criteria don’t reflect true value — and redirect when needed.
• Establish rigorous pipeline discipline: Accurate forecasting and a culture where commercial intelligence is as valued as relationship management.
• Drive strategic market development: Identify and prioritise the highest-value opportunities across our target markets. Collaborate with Marketing and Product Management to develop thought leadership, insight tools, and campaign content that generates demand and opens doors at the right level.
• Represent ebblo at the industry frontier: Be a visible, credible voice at key public transport conferences, industry bodies, and procurement forums — not just to network, but to teach, provoke, and position ebblo as the organisation that sees the future of mobility most clearly.

What We’re Looking For

• The mindset: You are commercially assertive without being aggressive. You’re comfortable delivering insights that challenge a customer’s worldview — and skilled at doing so in a way that builds trust rather than eroding it. You see objections as invitations to reframe, not obstacles to manage around.
• The track record: Significant B2B and B2Government sales leadership experience in enterprise technology, ideally in public transport, smart cities, or a comparably complex regulated environment. You’ve personally led large, competitive, multi-stakeholder pursuits and won. You know how to sell to procurement committees and C-suites simultaneously.
• The commercial intelligence: You understand the economics and operational pressures of public transport at a systemic level. You can connect ebblo’s technology to a customer’s financial constraints, political environment, and passenger outcomes — not just their technical requirements.
• The presence: You communicate with authority at board and executive level. You’re persuasive in writing, compelling in the room, and credible on a conference stage. You’re willing to travel across the UK and Europe as the role demands. Familiarity with ITCS, intelligent transport systems, or public sector procurement frameworks is a strong advantage.