Careers Business Development Director, Research

Location: Remote – Untied States

Job Category: Business Development

Northstar Travel Group is the largest and most trusted B2B travel media and information company in the world. At Northstar, our mission is to be the leading global provider of trusted information and experiences for the audiences that drive the travel industry, while delivering innovative and high-performing marketing solutions to the businesses seeking to engage them.

Phocuswright delivers the insight travel leaders rely on to make decisions. We operate at the intersection of travel, technology and distribution, combining rigorous research, sharp analysis and real-world context to explain how the industry is changing and what to do next.

Our research spans syndicated studies, special projects and custom engagements, supported by PhocusWire, our daily news and analysis platform. We bring this work to life through industry-defining events, including The Phocuswright Conference, where senior leaders connect, challenge assumptions and turn ideas into action.

The Business Development Director is responsible for driving revenue growth across Phocuswright’s travel research portfolio. The role focuses on expanding the client base, increasing adoption of research products and positioning Phocuswright as the industry’s authoritative source for data-driven insight. Success in this role is defined by the ability to identify new opportunities, build senior-level client relationships and convert insight into long-term commercial impact.

This is a remote position and is open to candidates based in the United States. We also have an office in Rutherford, New Jersey and New York City for those who favor being in an office a few days a week.

The Ideal Candidate:

  • Navigates complex buying cycles to consistently drive revenue
  • Sells with confidence to both C-suite executives and operational teams
  • A strategic thinker who can translate market signals into actionable sales opportunities
  • A firm believer in the importance of data, information and connection to steer strategy and inform decision-making
  • Learns continuously to keep abreast of ever-changing information essential to retaining our leading market position and driving commercial growth
  • Collaborates, contributes and mentors across a global team of talented, intelligent, motivated colleagues

Responsibilities:

  • Achieve annual sales and renewal targets while contributing to long-range planning for research revenue growth
  • Build and maintain a strong sales pipeline by proactively generating leads, qualifying prospects, and pursuing new business opportunities
  • Identify, engage and convert potential clients and partners including travel companies, hospitality providers, online travel agencies, tour operators, and other relevant organizations
  • Lead contract negotiations with research customers, ensuring mutually beneficial agreements and favorable terms
  • Deliver compelling presentations, product demonstrations, and proposals to prospective clients, showcasing the value and benefits of our travel research offerings
  • Develop deep subject-matter expertise in Phocuswright’s research methodologies, syndicated studies, custom research capabilities, data platforms, and analyst insights to serve as a trusted advisor to clients
  • Develop, manage and identify opportunities for efficiency by collaborating with the customer success team -- including renewals and customer concierge inquiries
  • Collaborate closely with cross-functional teams, including marketing, research, and client services, to provide valuable feedback and customer insights to help achieve product-market fit
  • Conduct thorough market research and analysis to identify industry trends, customer needs, and competitive landscape to tailor sales approaches and value propositions
  • Deliver compelling presentations, product demonstrations, and proposals to prospective clients, showcasing the value and benefits of our travel research offerings
  • Stay updated on industry developments, market dynamics, and emerging trends in the travel research sector to proactively identify new revenue streams and business opportunities
  • Represent Phocuswright at relevant industry events, conferences, and trade shows to network, build relationships, and represent the company as a trusted authority in travel research

Qualifications:

  • Bachelor's degree in business, marketing, or a related field or relevant experience in a similar role
  • A minimum of 5-7 years of research sales within the travel, travel technology or B2B sector
  • Familiarity with research methodologies and data analysis techniques
  • Strong understanding of the travel industry ecosystem, including knowledge of key players, market dynamics, and emerging trends
  • Excellent communication, presentation, and negotiation skills with the ability to articulate complex concepts and influence stakeholders effectively
  • Demonstrated ability to build and nurture relationships with clients, industry partners, and internal teams
  • Results-oriented mindset with a proven ability to meet and exceed sales targets and objectives
  • Strong analytical and strategic thinking capabilities, with the ability to identify opportunities, develop innovative solutions, and drive business growth
  • Self-motivated, proactive, and highly organized with the ability to work independently and thrive in a dynamic environment
  • Proficiency in using Salesforce or other CRM software and Microsoft Office suite
  • Willingness to travel as needed for client meetings and industry events

To Join Our Team:

Click here to apply. Northstar Travel Group is a great place to work, learn and grow. We seek impressive individuals to contribute fresh ideas and strengthen our team in all departments and specialties. We welcome creativity, dedication, drive and passion and offer a fast-paced and fun environment, opportunity and work/life balance. Click here to view our Careers page.

Join Phocuswright to drive revenue growth at the center of travel’s most important decisions. As Business Development Director, Research, you’ll own new business and will work with top-notch colleagues and partners across our research portfolio. Leverage your expertise to lead complex sales and build senior-level client relationships grounded in trust and insight with a leading brand. This role is for a results-driven seller who knows how to turn data, context and expertise into commercial impact.

Benefits:

We offer a wide variety of benefit plans, programs, and perks to ensure that our employees can choose the options right for them. Northstar contributes heavily toward insurance plan premiums, and we provide a generous paid time off package. Our offerings are extensive, covering a wide range including a variety of health and dental plans, company-paid life insurance, 401k, and summer Fridays, to name just a few. The annual base salary range for this role is $100,000-$140,000 and is commensurate with experience.

Growth Opportunities:

From educational training and mentorship programs to industry conferences and events, Northstar Travel Group employees have a wide variety of opportunities for career growth and advancement. Traveling through career paths enables employees to achieve a fulfilling and rewarding career.

Diversity & Inclusion:

At Northstar, we believe that our workforce should reflect the vast diversity of the cultures and communities that are experienced through travel. We know that our greatest strengths come from the people who make up our team, and we are committed to building and sustaining a diverse, inclusive, accessible and equitable culture and workplace. Our work is far from over – we continuously push to be better. We understand that diverse voices, points of view and contributions are at the heart of Northstar’s success and impact.