Vice President Business Development

CIBT•WASHINGTON, DC

1d•$180,000 - $200,000•Onsite

About The Position

We are looking for a Vice President, Business Development based in Washington to lead commercial growth and revenue performance across the region. This player-manager role combines direct ownership of strategic Tier 1 enterprise accounts with leadership of a team of Business Development Directors focused on Tier 2 and Tier 3 opportunities. The successful candidate will drive enterprise sales, regional pipeline and revenue growth, develop high-performing sales teams, and partner with senior leaders across Sales, Partnerships, Marketing, and Service Delivery to execute the regional commercial strategy. This is a VP-level player-manager role leading commercial growth across a major region. You will carry personal revenue responsibility for Tier 1 enterprise accounts – the most complex, highest-value opportunities in the market – while simultaneously building and managing a team of BD Directors focused on Tier 2 and Tier 3 mid-market accounts. The role carries dual revenue accountability. You will hold a personal target for Tier 1 enterprise accounts – the most complex, highest-value opportunities in the market – and you will also own the total regional revenue number, delivered through a team of BD Directors focused on Tier 2 and Tier 3 accounts. You will report directly to the SVP Global Sales and work closely with the Chief Revenue Officer, Partnerships, Marketing, and Service Delivery leadership to align commercial execution with the broader growth strategy.

Requirements

15+ years of progressive B2B sales experience in professional services, consulting, HR services, global mobilit, travel, workforce solutions, or similarly complex, relationship-driven environments
Proven track record of personally closing large, complex enterprise deals ($1M+ annual contract value)
Demonstrated experience leading, managing, and developing a sales team hiring, coaching, performance management, and building culture
Deep understanding of multi-stakeholder, consultative sales processes with extended cycles (6–18 months)
Experience with Challenger, MEDDPICC, SPIN, or equivalent structured sales methodologies and the ability to teach and embed them within a team
Strong commercial and financial acumen: pricing strategy, competitive positioning, value-based business case construction, and P&L awareness
Executive presence and gravitas comfortable engaging at CHRO, General Counsel, and C-suite level
Disciplined in Salesforce CRM, pipeline management, and forecast accuracy
Willing to travel 30–40% within region for client meetings, team management, and industry events

Nice To Haves

Direct experience in corporate immigration services, global mobility, relocation management, or adjacent cross-border workforce services
Established network across the immigration and mobility ecosystem RMCs, consulting firms, technology providers, industry bodies (WERC, FEM, SHRM)
Experience selling into regulated, compliance-driven environments where technical expertise (legal, regulatory) is core to the value proposition
Familiarity with RFP-driven procurement processes and tender management for large enterprise accounts
Prior experience in a player-manager role where personal selling and team leadership were equally weighted
Track record of building or significantly scaling a regional sales team not just inheriting an established one

Responsibilities

Own a defined list of Tier 1 enterprise target accounts typically Fortune 500 / Global 2000 organisations with complex, multi-jurisdiction immigration programmes
Lead the full sales cycle from identification through close, including RFP responses, competitive tenders, and sole-source advisory engagements
Build and maintain C-suite and VP-level relationships across HR, Legal, Global Mobility, and Procurement functions
Orchestrate cross-functional pursuit teams: immigration attorneys, consulting, pricing, bid management, and service delivery
Develop strategic account plans that map stakeholders, identify pain points, and create multi-year growth pathways
Personally close enterprise deals with annual contract values of $250K+ and total contract values in the multi-million dollar range
Own the regional revenue target (personal + team).
Conduct regular deal review and pipeline inspection with each BD Director coaching on deal strategy, qualification, competitive position, and close plans.
Recruit, hire, and onboard BD Directors across the region as the team scales in line with the global growth strategy
Identify and support underperforming territories and team members. Intervening directly where required.
Set clear targets, KPIs, and accountability frameworks for each team member
Run weekly pipeline reviews, deal coaching sessions, and forecast calls
Coach team members on consultative and Challenger selling techniques, complex stakeholder navigation, and deal strategy
Build a performance culture that balances accountability with development identify and grow future leaders while managing underperformance decisively
Ensure team members maintain rigorous CRM hygiene, accurate forecasting, and pipeline discipline
Collaborate with the Inside Sales team to optimise SDR support for mid-market pipeline generation (Tier 3 and below)
Work with Marketing to develop region-specific demand generation campaigns, content, and event strategies
Identify and develop RMC, consulting, and technology partnership channels within the region
Provide market intelligence and competitive insight to inform product, pricing, and service development
Identify cross-sell opportunities across Newland Chase (immigration), CIBT Visas (travel compliance), NewlandChase Consulting, and Blair (document legalisation)
Leverage the existing client base particularly travel visa clients to create immigration pipeline
Collaborate with the Consulting and Advisory division to position Newland Chase Consulting services into enterprise accounts
Work with other regional VPs of BD and local MD to identify expansion opportunities within existing accounts
Represent CIBT | Newland Chase as a senior commercial leader at industry conferences, trade shows, client advisory boards, and partner events
Build and leverage relationships across the RMC and mobility ecosystem attend partner conferences, sit on industry boards, and develop strategic alliances
Develop a visible professional presence on LinkedIn and in industry forums, positioning yourself and the firm as thought leaders in corporate immigration
Host and participate in client roundtables, webinars, and advisory events that generate pipeline and deepen relationships