Senior Business Development Manager

About Us 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.

About The Role 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. Work with Revenue leadership, Product and Partnerships & Solutions to agree priorities and direct effort towards the strongest opportunities.

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.

Work with Partnerships & Solutions to develop routes to market through equipment manufacturers, software providers, acquirers and other partners whose technology and relationships shape customer decisions.

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.

Lead complex tenders and RFPs, coordinating contributions from across the business and maintaining a clear strategy for winning each opportunity.

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.

Structure and negotiate agreements with support from Finance and Legal, balancing customer value with revenue, margin, implementation effort and contractual risk. Exercise sound judgement about which opportunities to pursue and when to step away.

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.

Lead a structured handover to the Strategic Account Leader and Delivery, remaining engaged through mobilisation where needed to preserve relationships and continuity. Use early customer wins to develop references, strengthen sector knowledge and establish a repeatable approach to winning further business.

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…