Business Development Director

Location: London

Work Model: Hybrid

Reports To: VP Business Development

Role Type: Full-Time Individual Contributor

Travel: Up to 25%

Position Overview:

The role of the Business Development Director is part of CIBTs 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 UK and Ireland 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 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

Consultative & Challenger Selling

• Lead insight-driven conversations that challenge prospect assumptions about immigration risk compliance and cost
• Tailor commercial proposals around each prospects specific workforce mobility challenge snot 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

Pipeline & Revenue Discipline

• 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

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

Experience and skills required

Essential

• 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 UK and Ireland 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 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
• Excellent written and verbal communication
• Ability to thrive in fast-changing environments where priorities shift and formal processes are still being built.

Preferred

• Experience in immigration serviceslegalglobal 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:

• Hybrid working model
• 25 days annual leave plus bank holidays
• Private healthcare (single cover)
• Auto-enrolment pension scheme (3% employer contribution / 5% employee contribution)
• Life assurance (4x annual salary)
• Eyecare vouchers
• Enhanced sick pay and family leave
• Perkbox rewards & benefits…