Senior Business Development Manager in London

Join our team and take your career to the next level.

The Senior Business Development Manager is responsible for growing revenues through new logo acquisitions, follow-on sales, and renewals across international markets. Winning by delivering true gains and client satisfaction must be the foundation of any sale. Reporting to the Director of Sales & Marketing, the position requires self-reliance and a close working relationship with fellow team members in other departments in the company. The successful candidate will have experience and confidence but also be open to learning from others (including clients). Currently, the Senior Business Development Manager is an individual contributor; future growth may lead to supervisory responsibilities.

• 8+ years experience in B2B enterprise sales
• Track record of closing six-and-seven-figure SaaS deals
• Demonstrated success in managing complex, multi-stakeholder sales cycles
• Deep understanding of enterprise buying processes
• Familiarity with the Rail Industry and the power of Revenue Management
• Strong experience working in international markets
• Excellent communication skills, commercial acumen, forecasting, and pipeline management skills
• Fluency in English is required; French, Spanish, and/or other languages are a strong plus
• Experience working with cross-functional teams, prior coaching and mentoring responsibilities a plus

• Analyze and track trends in the Rail Industry: IMS systems, RM practices, Pricing, competitor behavior
• Provide feedback to product, marketing, and leadership teams on customer requirements and market direction
• Own and execute the sales strategy for region and accounts, winning new logos, renewals, and follow-on sales
• Create and modify sales presentations, tailoring them to specific target clients
• Keep CRM up-to-date with accounts, activities, and pipeline stages
• Assist with Tender responses and price negotiations
• Participate in creation of Marketing plan
• Leverage Modaxo operating guidelines, business reviews, and seek cooperation with other Business Units
• Be champion of Appia revenue management system, internally, externally, and at industry conferences

• Consultative Selling – Expert in consultative selling techniques and managing complex sales cycles
• Rail Operator Insights – High empathy for customer challenges while maintaining commercial rigor
• Analytical & Data-Driven Thinking – Ability to assess market opportunity sizing, ROI, and deal probability
• Leadership Without Authority – Ability to lead through influence rather than formal hierarchy
• Execution Power & Deal Ownership – High level of personal ownership from first contact to contract signature
• Communication & Influence – Ability to clearly articulate value wedge/differentiation, business value, and ROI
• International & Cross-Cultural Competence – Comfortable working across multiple time zones and cultures
• Change Agility & Growth Mindset – Sees change as opportunity rather than risk
• Integrity, Accountability & Professional Maturity – Long-term relationship builder over short-term transactional wins
• Adept at Travel – Able to self-manage travel plans and appear anywhere where needed

Expretio is the leading revenue management vendor in the Rail Industry. Founded more than 20 years ago, it delivers the most advanced AI-powered algorithms to set rail fares and deliver more total revenue and ridership for its clients. Its software solution is called Appia and is delivered using the SaaS model. Users of Appia relish solving complex business problems and gaining insights from enormous data sets. Expretio “Delivers Real Revenue Management to Operators that Demand More”.

We are owned by one of the largest publicly traded corporations in Canada: Constellation Software. Within Constellation holdings, we are part of the Modaxo group, a collection of transportation software companies which are “Passionate about moving the world’s people”. Leveraging the strength and resources of our parent company, Expretio is pursuing a new growth phase and as a result, we are now expanding our commercial-leadership team.