Commercial Director - Banyan Portfolio Company

About 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.

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:
• 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 t

Benefits

Additional Information

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.

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