About this opportunity
CIBTvisas, Inc lists this Vice President Business Development opportunity in washington, District of Columbia. Review the employer’s description below for duties, qualifications and application requirements.
Job description
Job Category : Business Development & Client Services
Requisition Number : VICEP
Posted : September 2, 2026
Full-Time
Hybrid
Locations
Showing 1 location
4301 CONNECTICUT AVE NW
SUITE 250
WASHINGTON, DC 20008, USA
Role Type: Full-Time, Player-Manager (VP Level)
Revenue Responsibility: Direct Reports
Personal and Regional: Team of Business Development Directors
Travel: Up to 30–40% 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.
This 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
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
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 (6–18 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 30–40% 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 10–15 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 3–5x 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
Salary Range: $180,000 - $200,000 (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
Pet Insurance
Travel Assistance Services
Legal and Identity Theft Protection Plans
Employee Recognition Programs
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 world’s 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.
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
Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.
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Worksite address
washington, DC, 20022, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.