Business Development Director

Job Category: Business Development & Client Services

Travel: Up to 25%

Position Overview:

The role of the Business Development Director is part of CIBT’s commercial organisation. Commercial is undergoing deliberate transformation, with new leadership, improved go-to-market infrastructure, sales support, and a clear strategic mandate to grow the business segment.

The role is focused on identifying, engaging, and closing opportunities within a given territory covering US, selling a consultative, expert-led service into HR, Legal, Global Mobility, Immigration and Travel.

• Own the full sales cycle from prospecting through closeof 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 withother sales team membersto convert outbound activity into qualified meetings
• 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 (immigration consultants, attorneys, advisory leads) into client-facing conversations at the right moments
• Navigate multi-stakeholder buying committees spanning HR, Legal, Procurement, and Global Mobility

• Maintain rigorous CRMdatain 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

• 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

• Extensive B2B new business sales experience inglobal mobility, travel,professional services, consulting, HR services, workforce solutions, or a similarly complex, relationship-driven environment
• Strong experience and understanding of USmarket
• 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 newcustomersin the 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 ofpricing, competitive positioning, and how to build a business case
• Experience with Salesforce or similar and pipeline management and forecasting
• Fluency in English
• Ability to thrive in fast-changing environments where priorities shift and formal processes are still being built.

• 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
• Salary Range: $100,000 - $110,000 (depending on geographic region,…