5-7 years of B2B sales experience in global mobility or related fields
Deep knowledge of the US market and compliance factors
Proven ability to reframe client perspectives on immigration risk
Track record of securing new clients with substantial deal sizes ($500K+)
Proficiency with structured sales methodologies like Challenger or SPIN
Strong capabilities in pipeline management and CRM tools like Salesforce
Excellent fluency in English with strong communication skills
Responsibilities
Own the complete sales cycle from prospecting to closing deals
Build and manage a targeted sales pipeline of qualified prospects
Create strategic territory and account plans prioritizing high-potential clients
Lead consultative conversations that challenge prospect assumptions
Customize commercial proposals to meet specific client mobility needs
Engage senior experts in client discussions as needed
Collaborate across functions to enhance marketing strategies and client engagement
Benefits
Medical, Dental, and Vision Insurance
401(k) Retirement Plan with Company Match
Flexible Spending Accounts and Health Savings Account
Company Paid Holidays and Paid Time Off
Paid Parental Leave
Pet Insurance
Employee Recognition Programs
Full Job Description
Location: US
Work Model: Remote
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 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.
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 (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 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
Experience and skills required
Essential
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 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 in 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 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.
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) 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
Compensation & 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
