[Hiring] Business Development Director @CIBT

Role Description

The role of the Business Development Director is part of CIBT’s commercial organisation. The role is focused on identifying, engaging, and closing opportunities within a given territory covering the US, selling a consultative, expert-led service into HR, Legal, Global Mobility, Immigration, and Travel.

Main Responsibilities

• New Business Development
  • Own the full sales cycle from prospecting through close of accounts within their territory.
  • Build and manage a qualified pipeline targeting organisations within the defined customer profile.
  • Develop territory and account plans that prioritise high-potential prospects based on sector, immigration volume, and compliance exposure.
  • Partner with other sales team members to convert outbound activity into qualified meetings.
• Consultative & Challenger Selling
  • Lead insight-driven conversations that challenge prospect assumptions about immigration risk, compliance, and cost.
  • Tailor commercial proposals around each prospect’s specific workforce mobility challenges—not a one-size-fits-all pitch.
  • Orchestrate senior subject-matter experts into client-facing conversations at the right moments.
  • Navigate multi-stakeholder buying committees spanning HR, Legal, Procurement, and Global Mobility.
• Pipeline & Revenue Discipline
  • Maintain rigorous CRM data in Salesforce—accurate staging, next steps, close dates, and deal values.
  • Deliver against quarterly and annual new business revenue targets.
  • Provide accurate, evidence-based forecasts; distinguish between commit, upside, and pipeline.
  • Contribute to the refinement of sales playbooks, customer profile definitions, and go-to-market strategy as the segment matures.
• Cross-Functional Collaboration
  • Work closely with Marketing on campaign execution and content-led demand generation.
  • Represent CIBT | Newland Chase at industry conferences, trade shows, and networking events to build brand awareness and generate pipeline.
  • Develop a professional social media presence particularly on LinkedIn – sharing relevant immigration insights and industry commentary.
  • Collaborate with Newland Chase Consulting to identify and develop upsell pathways into advisory services.
  • Engage with Bid Management and Pricing teams on competitive proposals and RFP responses.
  • Share market intelligence and competitive insight to inform broader commercial strategy.

Qualifications

• Extensive B2B new business sales experience in global mobility, travel, professional services, consulting, HR services, workforce solutions, or a similarly complex, relationship-driven environment.
• Strong experience and understanding of the US market.
• Ability to challenge how prospects think about immigration, reframe their understanding of risk and compliance, and position CIBT as the strategic partner of choice.
• Proven track record of winning new customers with deal sizes in the $500K+ range.
• Demonstrated ability to run a consultative, multi-stakeholder sales process—not order-taking.
• Experience with Challenger, MEDDPICC, SPIN, or equivalent structured sales methodologies.
• Strong understanding and experience of pricing, competitive positioning, and how to build a business case.
• Experience with Salesforce or similar and pipeline management and forecasting.
• Fluency in English.
• Excellent written and verbal communication.
• Ability to thrive in fast-changing environments where priorities shift and formal processes are still being built.

Requirements

• Experience in immigration services, legal, global mobility, relocation, or adjacent workforce mobility sectors.
• Familiarity with corporate immigration buying dynamics (HR, Legal, Global Mobility functions).
• Knowledge of RMC (Relocation Management Company) and TMC (Travel Management Company) channel and how immigration services integrate with broader mobility programmes.
• Experience selling into regulated or compliance-driven environments.
• Prior exposure to Sales Development Rep-supported go-to-market models.

Benefits

• Salary Range: $100,000 - $110,000 (depending on geographic region, internal equity, job-related knowledge, skills, and experience, among other factors).
• Medical, Dental, and Vision Insurance.
• 401(k) Retirement Plan with Company Match.
• Flexible Spending Accounts and Health Savings Account.
• Life Insurance, Short-Term Disability, and Long-Term Disability Coverage.
• Company Paid Holidays and Paid Time Off.
• Paid Parental Leave.
• Pet Insurance.
• Travel Assistance Services.
• Legal and Identity Theft Protection Plans.
• Commuter Benefit Subsidy.
• Employee Recognition Programs.
• Referral Bonus Opportunities.