Business Development - Market Leader

CIBT•San Francisco, CA

2d•$130,000 - $150,000•Hybrid

About The Position

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.

Requirements

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

Nice To Haves

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
Additional European languages (Dutch, French, German)
Experience selling into regulated or compliance-driven environments
Prior exposure to SDR-supported go-to-market models

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 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
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
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