Business Development Director

New Business Development RoleThis 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 ResponsibilitiesNew Business DevelopmentOwn the full sales cycle from prospecting through close of accounts within their territoryBuild and manage a qualified pipeline targeting organizations within the defined customer profileDevelop territory and account plans that prioritize high-potential prospects based on sector, immigration volume, and compliance exposurePartner with other sales team members to convert outbound activity into qualified meetingsConsultative & Challenger SellingLead insight-driven conversations that challenge prospect assumptions about immigration risk, compliance, and costTailor commercial proposals around each prospect's specific workforce mobility challenges—not a one-size-fits-all pitchOrchestrate senior subject-matter experts (immigration consultants, attorneys, advisory leads) into client-facing conversations at the right momentsNavigate multi-stakeholder buying committees spanning HR, Legal, Procurement, and Global MobilityPipeline & Revenue DisciplineMaintain rigorous CRM data in Salesforce—accurate staging, next steps, close dates, and deal valuesDeliver against quarterly and annual new business revenue targetsProvide accurate, evidence-based forecasts; distinguish between commit, upside, and pipelineContribute to the refinement of sales playbooks, customer profile definitions, and go-to-market strategy as the segment maturesCross-Functional CollaborationWork closely with Marketing on campaign execution and content-led demand generationRepresent us at industry conferences, trade shows, and networking events to build brand awareness and generate pipelineDevelop a professional social media presence particularly on LinkedIn – sharing relevant immigration insights and industry commentaryCollaborate with Consulting team to identify and develop upsell pathways into advisory servicesEngage with Bid Management and Pricing teams on competitive proposals and RFP responsesShare market intelligence and competitive insight to inform broader commercial strategyExperience and SkillsEssentialExtensive B2B new business sales experience in global mobility, travel, professional services, consulting, HR services, workforce solutions, or a similarly complex, relationship-driven environmentStrong experience and understanding of the US marketAbility 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+ rangeDemonstrated ability to run a consultative, multi-stakeholder sales process—not order-takingExperience with Challenger, MEDDPICC, SPIN, or equivalent structured sales methodologiesStrong understanding and experience of pricing, competitive positioning, and how to build a business caseExperience with Salesforce or similar and pipeline management and forecastingFluency in EnglishExcellent written and verbal communicationAbility 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 sectorsFamiliarity 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 programsExperience selling into regulated or compliance-driven environmentsPrior exposure to Sales Development Rep-supported go-to-market models