Business Development Director

Location: Germany
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 Germany and Austria, 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 German and Austria 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

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.
Equal Employment Opportunity
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 .
Originally posted on Himalayas