Business Development Director

New Business Development Role

This is a new business development role focused on winning mid-market clients across the United States. You will be responsible for identifying, engaging, and closing opportunities that have growing or complex immigration and travel compliance needs.
This is not a transactional sales role. You will sell a consultative, expert-led service into HR, Legal, Global Mobility, Immigration and Travel. Success requires the ability to challenge how prospects think about immigration, reframe their understanding of risk and compliance, and position us the strategic partner of choice.
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 organizations within the defined customer profile
Develop territory and account plans that prioritize 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 us 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 Consulting team 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

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 the US market
Ability to challenge how prospects think about immigration, reframe their understanding of risk and compliance, and position us 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 programs
Experience selling into regulated or compliance-driven environments
Prior exposure to Sales Development Rep-supported go-to-market models