Commercial Director - Banyan Portfolio Company
Posted about 1 month ago
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.
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Other open roles at Banyan Software(6)
Banyan Software is a buy and hold for life acquirer of vertical market software businesses. Founded in 2016 by David Berkal, Banyan was created to offer software owners a third option beyond selling to a competitor focused on cutting costs or a traditional investment firm that would resell the business a few years later. As a private company with no fund timeline and no exit pressure, Banyan holds and grows its businesses for life. Unlike private equity firms, Banyan preserves the culture, brand, and autonomy of each business rather than consolidating or cutting costs to maximize short-term returns. Every acquired company keeps its management team, brand identity, and customer relationships intact. Banyan works closely with each owner to find the right path forward, whether they want to stay at the helm, transition to an advisory role, or make a graceful exit. Many owners choose to retire or move on, either at closing or within a year or two. In those cases, Banyan partners with the outgoing owner to recruit a new CEO who is the right fit for the team and culture. Every Banyan company is paired with a dedicated Operating Leader who provides strategic guidance and support. Companies also gain access to the Banyan Business Community, which includes CEO Summits, functional Guilds, an online portal, and peer networks. Growth Enablement resources are available across finance, technology, sales and marketing, HR, legal, and talent. Banyan also invests in AI capabilities across its portfolio to help modernize products and accelerate growth. Banyan acquires profitable, market-leading enterprise software businesses with annual revenues generally greater than $2M, a high proportion of recurring revenue, strong customer retention, and engaged employees. The portfolio spans vertical markets including education, government, financial services, healthcare, media and entertainment, and transportation, with businesses across North America, the United Kingdom, Europe, and Australia and New Zealand
Key team members
Adam Cole
Michael Giske
Lisa Cowan
Alex Jarzebowicz
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