Business Development - Director

Business Development
- Market Leader

We are looking for a Business Development
- Market Leader based in the United States (hybrid working model) to drive new business growth across the mid-market segment. This role focuses on winning new clients with immigration, global mobility, travel, and workforce compliance needs through a consultative, relationship-driven sales approach.

The successful candidate will manage the full sales cycle, build and convert a qualified pipeline, engage senior stakeholders across HR, Legal, Procurement, and Global Mobility, and deliver revenue growth through strategic account development. This role is ideal for a commercially driven B2B sales professional with experience in professional services, consulting, global mobility, workforce solutions, or other complex solution-selling environments.

New Business Development

• Own the full sales cycle from prospecting through close for mid-market accounts in the United States
• Build and manage a qualified pipeline targeting organisations within the defined ICP
• Develop territory and account plans that prioritise high-potential prospects based on sector, immigration volume, and compliance exposure
• Partner with SDR resources 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 (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 CRM hygiene 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, ICP 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 the company at industry conferences, trade shows and networking events to build brand awareness and generate pipeline
• Develop a professional social media presence, particularly on Linked In, sharing relevant immigration insights and industry commentary
• Collaborate with the Consulting division 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

What We Are Looking For

Required

• 5–8 years of B2B new business sales experience in global mobility, travel, professional services, consulting, HR services, workforce solutions, or a similarly complex, relationship-driven environment
• Proven track record of winning new logos in the mid-market segment with deal sizes in the $50K–$250K+ 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 commercial instincts: you understand pricing, competitive positioning, and how to build a business case
• Comfortable with Salesforce and disciplined in pipeline management and forecasting
• Excellent written and verbal communication skills
• Self-starter who thrives in a build environment where processes are still being established

Preferred

• 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) channels and how immigration services integrate with broader mobility programmes
• Additional European languages (Dutch, French, German)
• Experience selling into regulated or compliance-driven environments
• Prior…