Business Development - Director

CIBTvisas, Inc; San Francisco, Northern (CA, KY); Hybrid; USD 90,000 - 110,000; Full time

Benefits offered by this job

Medical Insurance

Dental Insurance

Vision Insurance

401(k) Retirement Plan

Flexible Spending Accounts

Life Insurance

Travel Assistance

Employee Recognition

Job summary

CIBTvisas, Inc. is seeking a Business Development - Market Leader based in the United States with a hybrid work model to drive new business growth across the mid-market segment.

You will manage full sales cycles, build qualified pipelines, and engage senior stakeholders in HR, Legal, Procurement, and Global Mobility to deliver revenue growth. Ideal candidates bring 5–8 years of B2B sales experience, a consultative selling approach, and proficiency with Salesforce to forecast and manage

Qualifications

• 5–8 years of B2B new business sales experience in global mobility or professional services.
• Proven track record of winning new logos in mid-market with deals $50K–$250K+.
• Ability to run a consultative, multi-stakeholder sales process.
• Experience with Challenger, MEDDPICC, SPIN, or equivalent methodologies.
• Strong commercial instincts on pricing, positioning, and business case.
• Proficient in Salesforce; disciplined in pipeline forecasting.

Responsibilities

• Own the full sales cycle from prospecting through close for mid-market accounts in the United States.
• Build and manage a qualified pipeline targeting ICP-defined organisations.
• Develop territory and account plans prioritising high-potential prospects.
• Partner with SDRs to convert outbound activity into meetings.
• Lead insight-driven conversations about immigration risk, compliance, and cost.
• Tailor commercial proposals to each prospect’s workforce mobility challenges.
• Involve senior immigration experts in client conversations at the right moments.
• Navigate multi-stakeholder buying committees across HR, Legal, Procurement, and Global Mobility.
• Maintain CRM hygiene in Salesforce and update stages, dates, values.
• Meet quarterly and annual new business revenue targets.

Skills

B2B sales

Consultative selling

Multi-stakeholder sales

Challenger/MEDDPICC/SPIN

Forecasting & pipeline

Relationship building

Self-starter

Tools

Salesforce

Job description

Job Category: Business Development & Client Services

Requisition Number: BUSIN004735

• Posted : July 14, 2026
• Full-Time
• Hybrid

Locations

Showing 1 location

555 MONTGOMERY STREET
SUITE 700
SAN FRANCISCO, CA 94111, USA

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.

What You Will Do

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
• 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 LinkedIn, 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
• Experience selling into regulated or compliance-driven environments
• Prior exposure to SDR-supported go-to-market models
• Salary Range: $90,000 - $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
• Pet Insurance
• Travel Assistance Services
• Legal and Identity Theft Protection Plans
• Employee Recognition Programs

About Us

CIBT is a leading global provider of immigration and visa services for corporations and individuals, operating in 25 countries worldwide. With more than 30 years of experience, CIBT is the trusted service provider to many of the world’s leading companies, including a majority of the Fortune 500.

CIBT delivers a comprehensive suite of services through two primary brands: Newland Chase, a wholly owned subsidiary specializing in global immigration strategy and advisory services for corporate clients worldwide, and CIBTvisas, a market leader in business and travel visa services for both corporate and individual clients.

Through its global expertise and extensive network, CIBT helps organizations and travelers navigate complex travel and immigration requirements in a fast, convenient, and secure manner.

CIBT is committed to building a diverse, equitable, and inclusive workplace where all employees and applicants are treated with respect and dignity. We provide equal employment opportunities to all qualified applicants and employees without regard to race, color, ethnicity, national origin, religion or belief, sex, gender, gender identity or expression, sexual orientation, age, disability, medical condition, marital or family status, veteran status, genetic information, or any other characteristic protected by applicable local law.

CIBT is committed to providing reasonable accommodations throughout the recruitment and employment process for individuals with disabilities or other accessibility needs. If you require assistance or an accommodation, please contact us at [e-mail] .

Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.