The posting
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 and partners in unfamiliar markets.
You will be comfortable developing business where the route to market is still taking shape. That means asking good questions, testing assumptions and turning incomplete information into clear commercial priorities.
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.
Experience developing business across European markets, working with public sector buyers or building partner routes to market would be valuable. An additional European language would be an advantage. The role involves regular travel across the UK and Europe.
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. Those wins should provide a practical foundation for Littlepay’s continued growth in new sectors.
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.)
- Harrison Assessments - our talent management provider that facilitates continuous professional development
- 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
- YellowNest nursery program
- 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. This may vary depending on your role, team, and location. For example, our team in Luxembourg works 4 days from the office, whereas our AU and UK teams currently work a minimum of 2 days onsite in our Melbourne/London offices. Some positions might require more frequent office attendance to support cross-functional collaboration, customer engagement, or specific team workflows. Your hiring manager will provide details relevant to your role.
We aim to strike a healthy balance between in-person connection and flexibility, while staying connected to deliver with speed and agility as we continue to scale, ensuring our ways of working support both our people and our shared ambition to move more people through better payment experiences.
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. You’ll also receive a short workplace preferences questionnaire to help us understand how you prefer to work. 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. Additionally, if you don’t meet all of the criteria (we know that some underrepresented groups tend to avoid applying if they don’t), please still apply. We really enjoy meeting people who might bring a fresh perspective on a problem we need to solve!
Ultimately, being part of our small but mighty team means you'll have the opportunity to learn about micropayments, and have a hand in the provision of services that impact millions of people. You’ll help us deliver on our revolutionary product roadmap and help scale our platform as we continue to expand across the globe.
If this opportunity interests you, hit apply! We look forward to learning about you.
