Vice President Business Development

Business Unit: CIBT / Newland Chase

Location: Americas

Reports To: SVP Global Sales

Role Type: Full-Time Player-Manager (VP Level)

Revenue Responsibility: Direct Reports

Personal and Regional: Team of Business Development Directors

Travel: Up to 3040% within region

Position Overview:

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.

The Opportunity

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 focussed 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.

What You Will Do

Enterprise Sales (Personal Revenue)

• 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

Team Leadership & Development

• 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

Go-to-Market

• 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

Cross-Sell & Geographical Expansion

• 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

Market Presence & Thought Leadership

• 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

What We Are Looking For

Required

• 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 (618 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 3040% within region for client meetings team management and industry events

Preferred

• 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

What Success Looks Like

First 90 Days

• Complete immersion in CIBT Newland Chase service lines competitive positioning and pricing across immigration travel and document services
• Assess current team capability pipeline health and regional market opportunity develop an initial 12-month commercial plan
• Hire and onboard planned BD Director headcount for the region
• Identify and begin engaging the top 1015 Tier 1 enterprise targets in the region
• Establish cadence: weekly pipeline reviews deal coaching forecast rhythm and team 1:1s
• Build relationships with key internal stakeholders: CRO Partnerships Marketing Consulting Service Delivery leadership and regional BD VPs

First 12 Months

• Achieve or exceed the combined regional revenue target -both personal enterprise wins and aggregate team mid-market performance
• Build a qualified Tier 1 enterprise pipeline of 35x annual target
• Establish the region as a self-sustaining predictable revenue engine with consistent quarter-over-quarter pipeline and revenue growth
• Develop at least one significant enterprise client relationship that positions Newland Chase as a strategic multi-year partner
• Build visible market presence through industry events partner relationships and thought leadership

Compensation & Benefits:

• Salary Range: $180000 - $200000 (depending on geographic region internal equity job-related knowledge skills and experience among other factors)
• Medical Dental and Vision Insurance
• 401(k) Retirement Plan with Company Match
• Flexible Spending Accounts and Health Savings Account
• Life Insurance Short-Term Disability and Long-Term Disability Coverage
• Company Paid Holidays and Paid Time Off
• Paid Parental Leave
• Pet Insurance
• Travel Assistance Services
• Legal and Identity Theft Protection Plans
• Commuter Benefit Subsidy
• Employee Recognition Programs
• Referral Bonus Opportunities

Why Join CIBT Newland Chase

• Market leader: 30 years of heritage 70 offices globally and a client base that includes 75% of the Fortune 500
• Transformation mandate: new commercial leadership with a clear three-year growth plan and genuine investment behind it
• Build your team: this is not a maintain-the-status-quo role you will shape the team the culture and the go-to-market approach for your region
• Expert-led selling: you will sell alongside immigration attorneys regulatory consultants and advisory specialists deep technical credibility to back commercial conversations
• Three brands one platform: cross-sell across immigration travel compliance and document services for broader client value and larger deal sizes
• Global footprint with local depth: 25 countries 40 jurisdictions with on-the-ground presence in key markets

About Us

CIBT is a leading global provider of immigration and visa services for corporations and individuals operating in 25 countries worldwide. With more than 30 years of experience CIBT is the trusted service provider to many of the worlds leading companies including a majority of the Fortune 500.

CIBT delivers a comprehensive suite of services through two primary brands: Newland Chase a wholly owned subsidiary specializing in global immigration strategy and advisory services for corporate clients worldwide and CIBTvisas a market leader in business and travel visa services for both corporate and individual clients.

Through its global expertise and extensive network CIBT helps organizations and travelers navigate complex travel and immigration requirements in a fast convenient and secure manner.

Equal Employment Opportunity

CIBT is committed to building a diverse equitable and inclusive workplace where all employees and applicants are treated with respect and dignity. We provide equal employment opportunities to all qualified applicants and employees without regard to race color ethnicity national origin religion or belief sex gender gender identity or expression sexual orientation age disability medical condition marital or family status veteran status genetic information or any other characteristic protected by applicable local law.

CIBT is committed to providing reasonable accommodations throughout the recruitment and employment process for individuals with disabilities or other accessibility needs. If you require assistance or an accommodation please contact us at

Required Experience:

Exec