Commercial Director - Banyan Portfolio Company

Banyan Software is the best permanent home for software businesses that serve specialized industries, their employees, and their customers. We are on a mission to acquire, build, and grow great companies worldwide, helping them modernize through shared AI expertise and operational discipline. The Banyan Software Foundation, endowed with $100 million in Banyan stock, leverages technology to build a greener and more equitable world. Banyan is Great Place to Work Certified, a five-time Inc. 5000 honoree, and a top 10 company on the Deloitte Technology Fast 500. Founded in 2016 and headquartered in Atlanta, Banyan operates more than 100 portfolio companies across North America, the UK, EU, and APAC.

The Role:

One of Banyan’s Operating Companies in Spain have created a new role for a Commercial Director in their team  The Commercial Director will be the company's first dedicated commercial leader — responsible for building the sales and business development function from the ground up and driving growth within the Spanish public sector. Reporting directly to the CEO, this person will own the entire commercial engine: new client acquisition, account expansion, tender strategy, and revenue performance. This is a builder role. You will design and execute the commercial machine, not inherit one.

Key Responsibilities

Public Sector Tender & Procurement Leadership

• Own end-to-end responsibility for the company's participation in public procurement processes (licitaciones), from opportunity identification through to contract award.
• Build and maintain deep expertise across all levels of Spanish public administration procurement — Comunidades Autónomas, Diputaciones, Ayuntamientos, and other public entities — leveraging an existing network wherever possible.
• Develop and execute tender strategies that maximise win rates, working closely with technical and product teams to produce compelling, compliant submissions.
• Monitor and interpret changes to the Ley de Contratos del Sector Público (LCSP) and related procurement regulations, ensuring the company's commercial approach remains fully compliant and competitive.
• Manage relationships with procurement officials and decision-makers at all administrative levels throughout the tender lifecycle.

New Business Growth

• Build and own a structured new business pipeline targeting public sector institutions across Spain at all administrative levels.
• Define the Ideal Customer Profile (ICP) and prioritise target accounts across Comunidades Autónomas, hospital networks, and municipal entities.
• Implement CRM discipline, forecasting cadences, and quarterly targets to create consistent, predictable new ARR bookings.
• Personally lead strategic pursuits and act as the senior commercial face of the company in key opportunities.

Success metrics:

• Consistent new ARR bookings against annual targets
• Tender pipeline coverage (minimum 3x target)
• Win rate on public procurement submissions

Client Retention, Expansion & Pricing

• Introduce structured account management for existing public sector clients, working alongside the CEO on the most strategic relationships.
• Drive upsell and cross-sell opportunities within the existing client base, identifying where additional modules or services can deliver value.
• Improve renewal visibility and predictability; own renewal conversion across the portfolio.
• Lead annual pricing reviews and contribute to the company's broader commercialisation and productisation strategy.

Success metrics:

• Net Revenue Retention (NRR) growth
• Upsell penetration across existing accounts
• Renewal predictability and churn containment

Commercial Operations & Team Building

• Implement clear KPIs, quotas, and reporting frameworks; own commercial forecasting and bookings cadence reporting to the CEO.
• Over time, recruit and develop a commercial team (BDMs, account managers, pre-sales) as the business scales.
• Improve revenue per head efficiency and reduce revenue lumpiness through a more structured commercial operating model.

Management Team Contribution

• Serve as an active member of the senior management team, contributing to strategy, product direction, and company culture.
• Work closely with the CEO, product, and delivery teams to ensure commercial strategy is grounded in the company's technical capabilities and roadmap.

Qualifications for success:

• Minimum 7+ years of commercial or business development experience in B2G (business-to-government) technology sales in Spain, with a demonstrable track record of winning public sector contracts, including hands-on experience of managing and winning public tenders (licitaciones) at all levels of Spanish public administration.
• Strong existing network within Spanish public administration.
• Prior experience building or structuring a commercial function, with the ability and willingness to be both a senior individual contributor and a team builder.
• Expert-level knowledge of Spanish public procurement lifecycle.
• Proven ability to build relationships and win contracts at all tiers of Spanish public administration, from regional governments (Comunidades Autónomas) down to local entities (municipalidades, mancomunidades, etc.).
• Rigorous approach to forecasting, CRM hygiene, and commercial reporting; comfortable owning a number and being held accountable to it.
• Excellent written and verbal communicator, in  both English and Spanish; confident presenting to senior public sector stakeholders, procurement committees, and internal leadership.
• Already based in, or willing to relocate to Madrid, with regular travel around Spain.

*Please submit your application and CV in English*

Diversity, Equity, Inclusion & Equal Employment Opportunity at Banyan: Banyan affirms that inequality is detrimental to our Global Teams, associates, our Operating Companies, and the communities we serve. As a collective, our goal is to impact lasting change through our actions. Together, we unite for equality and equity. Banyan is committed to equal employment opportunities regardless of any protected characteristic, including race, color, genetic information, creed, national origin, religion, sex, affectional or sexual orientation, gender identity or expression, lawful alien status, ancestry, age, marital status, or protected veteran status and will not discriminate against anyone on the basis of a disability. We support an inclusive workplace where associates excel based on personal merit, qualifications, experience, ability, and job performance.

Beware of Recruitment Scams

We have been made aware of individuals fraudulently posing as members of our Talent Acquisition team and extending fake job offers. These scams may involve requests for personal information or payment for equipment. 

Protect yourself by following these steps:

• Verify that all communications from our recruiting team come from an @banyansoftware.com email address.
• Remember, employers will never request payment or banking information during the hiring process.
• If you receive a suspicious message, do not respond — instead, forward it to careers@banyansoftware.com and/or report it to the platform where you received it.

Your safety and security are important to us. Thank you for staying vigilant.