Business Development Director, Services

Department: GSMA Industry Services

Team: Sales

Location: Singapore/APAC

Position type: Contract until December 2026

What the hiring manager says

The Business Development Director is responsible for driving net new commercial growth across GSMA’s Industry Services portfolio. This role focuses on acquiring new enterprise, OEM, and ecosystem customers beyond GSMA’s existing subscriber base - expanding the organisation’s reach, revenue, and influence in the mobile and connected industries

About the Team

The GSMA represents the global mobile industry, uniting operators and the broader ecosystem to deliver innovation with impact. The Industry Services division provides trusted, data-driven tools and services — including, Device Intelligence, Network Services including eSIM services, Fraud & Security solutions and connectivity enablement — that help members, customers & partners operate efficiently, securely, and at scale.

About the role

The Business Development Director will build and execute a proactive new-business revenue for your region, identify new market segments, and convert high-value opportunities into long-term GSMA relationships.

Key Responsibilities

• Develop and execute a new business sales strategy that targets new customers and market segments for Industry Services based on your region (e.g., Enterprises, Operators, OEMs, IoT Solution Providers, Service Providers, Technology Vendors and Digital Service Companies)

• Identify, qualify, and secure new accounts, with a strong focus on greenfield opportunities (as opposed to renewals or extensions of existing relationships)

• Create and manage a robust new business pipeline, from lead generation to contract closure, consistently delivering against ambitious growth targets

• Build executive-level relationships with prospective clients - establishing GSMA as a strategic partner that brings credibility, security, and interoperability to their operations

• Collaborate closely with product and marketing teams to tailor propositions and go-to-market materials that resonate with non-member customers

• Drive commercial negotiations, ensuring new contracts are structured for long-term partnership and mutual value

• Provide structured feedback from prospects to inform GSMA’s service development roadmap and market positioning

• Represent GSMA Industry Services at key industry events, conferences, and partner meetings to generate leads and raise market visibility

• Track performance metrics including pipeline value, win rate, and time-to-close, ensuring consistent delivery against quarterly and annual sales KPIs

Key Outcomes / Success Measures

• Achievement and consistent over-delivery of net new revenue targets for Industry Services

• Acquisition of new clients in strategically important verticals and geographies

• Establishment of repeatable new business processes and scalable pipeline management

• Increased awareness of GSMA’s commercial offerings in non-member sectors

• Tangible contribution to the diversification and expansion of GSMA’s commercial footprint

About You

• Proven experience in customer success, client retention, or account management roles — ideally within telecoms, technology, or data services sectors

• Ideally experience of leading a team of Client Success Managers

• Significant experience in enterprise or B2B sales with a focus on new business acquisition within telecoms, connectivity, or digital technology sectors

• Strong relationship-building and communication skills, with confidence engaging senior stakeholders

• Analytical mindset with the ability to transform data into actionable insights

• Experience with CRM and customer success platforms (e.g., Salesforce, Gainsight, HubSpot)

• Strong commercial acumen and consultative selling approach, capable of framing GSMA’s technical services (e.g., Device Intelligence, Network Services, Fraud & Security solutions) in business-value terms

• Excellent negotiation and stakeholder management skills at CxO level

• Willingness to travel internationally as needed

About your skills

• Influence - Proven ability to build a pipeline and close large, complex deals across multiple geographies

• Commercial awareness - Demonstrable success in selling solutions to enterprises, operators, OEMs, or service providers new to GSMA’s ecosystem

• Innovation - Strategic thinker able to identify untapped markets and influence internal priorities to pursue them

• Delivery - Self-starter with entrepreneurial drive, high energy, and a results-oriented mindset

• Stakeholder management - Comfortable working cross-functionally and navigating a global matrix organisation

Contract type

Short term Contractor

Worker type

Contingent Worker

What We Offer

Working at the GSMA offers you unparalleled access to the mobile industry. We offer a chance to truly shape the direction of mobile, whatever your role. By joining the GSMA, you will be exposed to a fast-paced rapidly evolving environment, working on global solutions, genuinely fascinating and industry-changing projects and a stimulating and dynamic environment designed to enable you to flourish.

In addition to architect-designed offices and competitive compensation, our benefits include fantastic learning & development opportunities, generous holiday allowances, four additional days off for professional development and many others.

To learn more about the GSMA, visit our career site, our LinkedIn page and our Twitter page.

Being You at the GSMA

We care deeply about diversity, equity and inclusivity and aspire to be the best at it. Your well-being and work/life balance is important, so flexi-time and remote working is available to all staff. We're keen to ensure everyone is equal, represented and connected so we particularly encourage applications from all demographics. The sucess of the GSMA year on year will continue to be contributed by people from all walks of life.

GSMA Values

Our values not only drive our culture – they shape how we work and interact inside and outside our global organisation.

Passionately driven

We approach everything we do with unparalleled capability, tenacity and commitment, knowing that the challenging scale, pace and complexity of our work is what leads to its world-changing impact.

Insightful leaders

We continually develop and engage our expertise, insight and creativity so that we’re always ready to respond to the changing landscape with authority, agility and nuance.

Stronger together

We lean on each other so the industry can lean on us, embracing our diversity by actively seeking out perspectives and skill sets beyond our own, fuelling each other’s successes and constantly asking how we can help.

Underpinning our values is our collective mindset to show up purposefully as good human beings every day, in every situation. When we’re at our best – we are collaborative, considerate and compassionate to others, and we create a safe space for one another to thrive, assuming positive intent in our colleagues. And if we aren’t at our best and the pressure is on – we feel free to be ourselves but still remain curious, lean into the tough stuff and we are always respectful to others and accountable for the part we play.