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 whe...