At a Glance
- Tasks: Drive new business development and manage the full sales cycle in a dynamic environment.
- Company: Join CIBT, a global leader in immigration and visa services with a diverse culture.
- Benefits: Enjoy a competitive salary, hybrid work model, and opportunities for professional growth.
- Other info: Collaborate with industry experts and represent CIBT at conferences to build your network.
- Why this job: Make an impact by helping organisations navigate complex immigration challenges.
- Qualifications: Proven B2B sales experience and strong understanding of the Australian market required.
The predicted salary is between 121500 - 148500 $ per year.
The role of the Business Development Director - Australia 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 Australia, selling a consultative, expert-led service into HR, Legal, Global Mobility, Immigration and Travel.
Main responsibilities
- 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.
- 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.
- Orchestrate senior subject-matter experts 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.
- 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
- 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 the Australian 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 with deal sizes in the $500K+ range.
- Demonstrated ability to run a consultative, multi-stakeholder sales process.
- 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.
- Ability to thrive in fast-changing environments where priorities shift and formal processes are still being built.
Preferred
- Experience in immigration services, legal, global mobility, relocation, or adjacent workforce mobility sectors.
- Familiarity with corporate immigration buying dynamics (HR, Legal, Global Mobility functions).
- Knowledge of RMC (Relocation Management Company) and TMC (Travel Management Company) channel and how immigration services integrate with broader mobility programmes.
- Experience selling into regulated or compliance-driven environments.
- Prior exposure to Sales Development Rep-supported go-to-market models.
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 world’s leading companies, including a majority of the Fortune 500. CIBT delivers a comprehensive suite of services through two primary brands: Newland Chase and CIBTvisas. CIBT is committed to building a diverse, equitable, and inclusive workplace where all employees and applicants are treated with respect and dignity.
Business Development Director in Sydney employer: CIBT
CIBT is an exceptional employer located in Melbourne, offering a hybrid working model that promotes work-life balance while engaging in meaningful immigration consultancy. With a strong commitment to diversity and inclusion, employees benefit from a supportive work culture, opportunities for professional growth, and the chance to work with leading global corporations. Join us to be part of a dynamic team that values your contributions and fosters your career development in the ever-evolving field of immigration services.
