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, lega