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
- 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
