Senior Business Development Manager

We’re Littlepay - a growing fintech headquartered in Melbourne with operations in the UK, EU, LATAM, USA, and Australia. Our payments platform enables our customers to pay for public transport using any payment card, mobile wallet, or wearable device. Processing over USD 1 billion a year in 19 countries and continuing to expand globally, we’re proud to move more people through better payment experiences.

Littlepay simplifies payments for public transport. We are building on that expertise to develop opportunities across parking, tolling, EV charging and fuel, helping operators manage payments across complex, interconnected environments. We are looking for a Senior Business Development Manager to lead commercial development in these sectors across the UK and Europe. You will identify where Littlepay has the strongest opportunity to compete, build relationships with customers and partners, and convert those opportunities into profitable new business. This is a senior individual contributor role with a personal revenue target and meaningful influence over how we enter and grow in new markets. It calls for someone who can combine market development with disciplined sales execution, from opening the right doors to negotiating and closing complex enterprise agreements.

What you'll do

• Develop a focused approach to market: Identify and prioritise the customers, use cases and markets where Littlepay can deliver clear value. Translate market insight into an actionable commercial plan, informed by customer demand, competitive positioning, revenue potential and the capabilities required to win.
• Build senior customer and partner relationships: Develop relationships with major operators, infrastructure owners, retailers and relevant public authorities. Engage decision makers across commercial, operational, technology, finance and procurement teams, building a clear understanding of their priorities and buying processes.
• Own the sale from prospecting to contract: Build and manage a qualified pipeline, taking personal responsibility for progressing opportunities through discovery, qualification, proposal, negotiation and signature. Develop a compelling business case for each customer, connecting Littlepay’s capabilities to measurable commercial and operational benefits.
• Shape commercially sound solutions: Work with Partnerships & Solutions, Product and Delivery to establish solution fit, integration requirements, dependencies and delivery feasibility. Ensure customer proposals reflect capabilities and commitments agreed internally.
• Build a foundation for sustainable growth: Maintain accurate opportunity records and evidence based forecasts, with clear next steps, buying milestones and risks. Bring customer and competitor insight into commercial planning and product discussions.

What we're looking for

• You will have a strong record of winning complex enterprise business, personally owning significant opportunities through long sales cycles and consistently delivering against new business targets.
• You will understand at least one of our target sectors through experience selling payments, parking, tolling, EV charging, forecourt technology or closely related solutions.
• You will bring relevant senior relationships and the ability to establish credibility with customers and partners in unfamiliar markets.
• You will be comfortable developing business where the route to market is still taking shape.
• You will also bring: A practical understanding of card payments, acquiring and the integration considerations involved in unattended payment environments.
• Experience navigating complex procurement processes, competitive tenders and negotiations involving multiple stakeholders.
• Strong commercial judgement, including the ability to assess customer value, profitability and the cost of delivering a proposed solution.
• The ability to lead opportunities across internal teams, securing commitment and maintaining momentum without direct authority.
• Clear communication, disciplined forecasting and personal accountability for results.

What success looks like

Success will be measured through profitable new business secured against agreed targets, the quality and progression of your pipeline, and the accuracy of your forecasts. In your first year, you will be expected to establish clear priorities for the sectors and markets you cover, build a credible pipeline of major customer opportunities, develop productive partner relationships and secure initial contracts against an agreed sales plan.

Our benefits

We love to look after our people. At Littlepay, you'll be part of an inclusive and diverse team that celebrates the differences and unique gifts we each bring to work. You’ll have access to:

• A high trust working environment, with access to cloud collaboration tools like Notion, Slack, Claude, Google Workspace, and Jira to help us work together effectively.
• Paid professional development (including conferences, courses, learning subscriptions, etc.)
• A variety of flexible leave options.
• A company-wide paid day off.
• Flexible (hybrid) working conditions.
• Health insurance via our provider Vitality.
• UK pension additional contribution split.
• Wellbeing support- including a free School of Life subscription for all employees, and counselling via the School of Life (UK) or our EAP program (Australia).
• Our generous employee referral program.
• Mid-year, quarterly, and end-of-year corporate and team events and workshops.
• Short-term remote working arrangements.
• International travel opportunities (dependent on role).

In-office expectations

At Littlepay, we believe great work happens when we solve problems, together. We see in-person collaboration as an important way to build connections, share ideas, and support each other meaningfully. For those assigned to an office location, we generally expect a minimum two-day presence in the office each week.

Our recruitment process

If you’ve been shortlisted for the role, you’ll first have a chat with our Talent team. If the stars align, we’ll then arrange your first interview. Following a successful first interview, you’ll be invited to complete a technical challenge. We’ll then invite you to meet with another group of Littlepay team members before making an offer.

If you have any questions regarding the recruitment process or if you require any accommodations for any stage in the interview process, please don’t hesitate to let us know.