Business Development Director

This is a fully remote position, open to applicants in Germany.

📋 Description

• Take ownership of the entire sales cycle, from prospecting to closing accounts within the designated territory.

• Build and oversee a qualified pipeline targeting organizations that fit the defined customer profile.

• Develop strategic territory and account plans, focusing on high-potential prospects.

• Collaborate with sales team members to transform outbound activities into qualified meetings.

• Lead consultative and Challenger selling conversations driven by insights.

• Customize commercial proposals to address prospects’ workforce mobility challenges.

• Coordinate immigration consultants, attorneys, and advisory leads during client-facing discussions.

• Navigate complex buying committees involving HR, Legal, Procurement, and Global Mobility stakeholders.

• Maintain accurate data in Salesforce CRM, including deal staging, next steps, close dates, and deal values.

• Achieve quarterly and annual new business revenue targets.

• Provide accurate forecasts that differentiate between commit, upside, and pipeline.

• Contribute to the development of sales playbooks, customer profile definitions, and the go-to-market strategy.

• Collaborate with the Marketing team on campaigns and content-led demand generation initiatives.

• Represent CIBT | Newland Chase at conferences, trade shows, and networking events.

• Cultivate a professional LinkedIn presence by sharing immigration insights and industry commentary.

• Identify opportunities for upselling advisory services through Newland Chase Consulting.

• Work with Bid Management and Pricing teams on competitive proposals and RFP responses.

• Share market intelligence and competitive insights to guide the commercial strategy.

⛳️ Requirements

• Significant B2B new business sales experience in global mobility, travel, professional services, consulting, HR services, workforce solutions, or a similarly complex, relationship-driven environment.

• Strong familiarity and understanding of the German and Austrian markets.

• Ability to challenge prospects’ perspectives regarding immigration, risk, and compliance.

• Proven success in acquiring new customers with deal sizes exceeding $500K.

• Demonstrated capability to manage consultative, multi-stakeholder sales processes.

• Experience with Challenger, MEDDPICC, SPIN, or equivalent structured sales methodologies.

• Solid understanding of pricing, competitive positioning, and business-case formulation.

• Proficient in Salesforce or similar CRM platforms, with expertise in pipeline management and forecasting.

• Fluency in English.

• Exceptional written and verbal communication skills.

• Ability to excel in fast-paced environments with evolving priorities.

• Preferred: Experience in immigration services, legal, global mobility, relocation, or related workforce mobility sectors.

• Preferred: Knowledge of corporate immigration purchasing dynamics across HR, Legal, and Global Mobility.

• Preferred: Understanding of RMC and TMC channels and their integration with mobility programs.

• Preferred: Experience selling in regulated or compliance-driven environments.

• Preferred: Prior experience with Sales Development Representative-supported go-to-market models.

🏝️ Benefits

• Travel requirement of up to 25%.

• Commitment to equal employment opportunities.

• Reasonable accommodations available throughout the recruitment and employment process for individuals with disabilities or other accessibility needs.