Business Unit: CIBT / Newland Chase
Location: Americas
Reports To: SVP Global Sales
Role Type: Full-Time, Player-Manager (VP Level)
Revenue Responsibility: Direct Reports
Personal and Regional: Team of Business Development Directors
Travel: Up to 30-40% within region
Position Overview:We are looking for a Vice President, Business Development based in Washington to lead commercial growth and revenue performance across the region. This player-manager role combines direct ownership of strategic Tier 1 enterprise accounts with leadership of a team of Business Development Directors focused on Tier 2 and Tier 3 opportunities. The successful candidate will drive enterprise sales, regional pipeline and revenue growth, develop high-performing sales teams, and partner with senior leaders across Sales, Partnerships, Marketing, and Service Delivery to execute the regional commercial strategy.
The Opportunity This is a VP-level player-manager role leading commercial growth across a major region. You will carry personal revenue responsibility for Tier 1 enterprise accounts the most complex, highest-value opportunities in the market while simultaneously building and managing a team of BD Directors focused on Tier 2 and Tier 3 mid-market accounts.
The role carries dual revenue accountability. You will hold a personal target for Tier 1 enterprise accounts - the most complex, highest-value opportunities in the market- and you will also own the total regional revenue number, delivered through a team of BD Directors focussed on Tier 2 and Tier 3 accounts.
You will report directly to the SVP Global Sales and work closely with the Chief Revenue Officer, Partnerships, Marketing, and Service Delivery leadership to align commercial execution with the broader growth strategy.
What You Will Do Enterprise Sales (Personal Revenue) - Own a defined list of Tier 1 enterprise target accounts typically Fortune 500 / Global 2000 organisations with complex, multi-jurisdiction immigration programmes
- Lead the full sales cycle from identification through close, including RFP responses, competitive tenders, and sole-source advisory engagements
- Build and maintain C-suite and VP-level relationships across HR, Legal, Global Mobility, and Procurement functions
- Orchestrate cross-functional pursuit teams: immigration attorneys, consulting, pricing, bid management, and service delivery
- Develop strategic account plans that map stakeholders, identify pain points, and create multi-year growth pathways
- Personally close enterprise deals with annual contract values of $250K+ and total contract values in the multi-million dollar range
Team Leadership & Development - Own the regional revenue target (personal + team).
- Conduct regular deal review and pipeline inspection with each BD Director coaching on deal strategy, qualification, competitive position, and close plans.
- Recruit, hire, and onboard BD Directors across the region as the team scales in line with the global growth strategy
- Identify and support underperforming territories and team members. Intervening directly where required.
- Set clear targets, KPIs, and accountability frameworks for each team member
- Run weekly pipeline reviews, deal coaching sessions, and forecast calls
- Coach team members on consultative and Challenger selling techniques, complex stakeholder navigation, and deal strategy
- Build a performance culture that balances accountability with development identify and grow future leaders while managing underperformance decisively
- Ensure team members maintain rigorous CRM hygiene, accurate forecasting, and pipeline discipline
Go-to-Market - Collaborate with the Inside Sales team to optimise SDR support for mid-market pipeline generation (Tier 3 and below)
- Work with Marketing to develop region-specific demand generation campaigns, content, and event strategies
- Identify and develop RMC, consulting, and technology partnership channels within the region
- Provide market intelligence and competitive insight to inform product, pricing, and service development
Cross-Sell & Geographical Expansion - Identify cross-sell opportunities across Newland Chase (immigration), CIBT Visas (travel compliance), NewlandChase Consulting, and Blair (document legalisation)
- Leverage the existing client base particularly travel visa clients to create immigration pipeline
- Collaborate with the Consulting and Advisory division to position Newland Chase Consulting services into enterprise accounts
- Work with other regional VPs of BD and local MD to identify expansion opportunities within existing accounts
Market Presence & Thought Leadership - Represent CIBT | Newland Chase as a senior commercial leader at industry conferences, trade shows, client advisory boards, and partner events
- Build and leverage relationships across the RMC and mobility ecosystem attend partner conferences, sit on industry boards, and develop strategic alliances
- Develop a visible professional presence on LinkedIn and in industry forums, positioning yourself and the firm as thought leaders in corporate immigration
- Host and participate in client roundtables, webinars, and advisory events that generate pipeline and deepen relationships
What We Are Looking For Required - 15+ years of progressive B2B sales experience in professional services, consulting, HR services, global mobilit, travel, workforce solutions, or similarly complex, relationship-driven environments
- Proven track record of personally closing large, complex enterprise deals ($1M+ annual contract value)
- Demonstrated experience leading, managing, and developing a sales team hiring, coaching, performance management, and building culture
- Deep understanding of multi-stakeholder, consultative sales processes with extended cycles (6-18 months)
- Experience with Challenger, MEDDPICC, SPIN, or equivalent structured sales methodologies and the ability to teach and embed them within a team
- Strong commercial and financial acumen: pricing strategy, competitive positioning, value-based business case construction, and P&L awareness
- Executive presence and gravitas comfortable engaging at CHRO, General Counsel, and C-suite level
- Disciplined in Salesforce CRM, pipeline management, and forecast accuracy
- Willing to travel 30-40% within region for client meetings, team management, and industry events
Preferred - Direct experience in corporate immigration services, global mobility, relocation management, or adjacent cross-border workforce services
- Established network across the immigration and mobility ecosystem RMCs, consulting firms, technology providers, industry bodies (WERC, FEM, SHRM)
- Experience selling into regulated, compliance-driven environments where technical expertise (legal, regulatory) is core to the value proposition
- Familiarity with RFP-driven procurement processes and tender management for large enterprise accounts
- Prior experience in a player-manager role where personal selling and team leadership were equally weighted
- Track record of building or significantly scaling a regional sales team not just inheriting an established one
What Success Looks Like First 90 Days - Complete immersion in CIBT | Newland Chase service lines, competitive positioning, and pricing across immigration, travel, and document services
- Assess current team capability, pipeline health, and regional market opportunity develop an initial 12-month commercial plan
- Hire and onboard planned BD Director headcount for the region
- Identify and begin engaging the top 10-15 Tier 1 enterprise targets in the region
- Establish cadence: weekly pipeline reviews, deal coaching, forecast rhythm, and team 1:1s
- Build relationships with key internal stakeholders: CRO, Partnerships, Marketing, Consulting, Service Delivery leadership and regional BD VPs
First 12 Months - Achieve or exceed the combined regional revenue target -both personal enterprise wins and aggregate team mid-market performance
- Build a qualified Tier 1 enterprise pipeline of 3-5x annual target
- Establish the region as a self-sustaining, predictable revenue engine with consistent quarter-over-quarter pipeline and revenue growth
- Develop at least one significant enterprise client relationship that positions Newland Chase as a strategic, multi-year partner
- Build visible market presence through industry events, partner relationships, and thought leadership
Compensation & Benefits:- Salary Range: $180,000 - $200,000 (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
