Careers Director, Business Development

Join the Team: Director, Business Development

Phocuswright is seeking a highly motivated and experienced Business Development Director, Research to join our growing team. The ideal candidate will be responsible for selling syndicated and custom research to companies operating or investing in the travel industry, with a focus on traveler behavior, market size data, and travel technology trends.

The ideal candidate will either be based in New York, New York or Denver, Colorado, however, candidates in other areas of the United States will be considered.

Who we are:

Phocuswright is a global travel industry research firm focused on the intersection of travel, technology and distribution. In addition to our research practice, we cover the daily news of online travel and travel tech through our media outlet, PhocusWire. And lastly, we bring our research to life at our conferences, both physical and virtual, anchored by The Phocuswright Conference which is produced in mid-November.

Who you are:

  • A firm believer in the importance of data, information and connection to steer strategy and inform decision-making.
  • Passionate about working with clients to discover, create and invent solutions to complex challenges.
  • A person with strong experience in consultative sales and can prospect and manage senior-level relationships.
  • Driven by your hunger and desire to learn: keeping abreast of ever-changing information is essential to retaining our leading market position and driving commercial success.
  • A meaningful contributor eager to collaborate with a group of talented, intelligent, motivated colleagues working across the globe.


  • Develop and execute a strategic sales plan to achieve revenue targets and expand Phocuswright's client base in the travel industry.
  • Identify, prospect, and engage potential clients, presenting Phocuswright's research offerings in a compelling and effective manner.
  • Support the broader integrated sales team with approach, product positioning and negotiation with research sales prospects.
  • Establish and maintain strong relationships with key decision-makers within client organizations, positioning Phocuswright as a trusted research partner.
  • Collaborate with the research team to create customized research proposals that meet clients' specific needs and objectives.
  • Support the development of multi-client special reports to insure research and commercial objectives are met.
  • Stay current on industry trends, market dynamics, and competitor offerings to inform sales strategies and maintain a competitive edge.
  • Attend industry conferences, events, and networking opportunities to build brand awareness and generate leads.
  • Provide regular sales forecasts and updates to senior management, ensuring accurate tracking and reporting of sales performance.
  • Work closely with the client services team to ensure seamless onboarding and ongoing support for new and existing clients.


  • Bachelor's degree in Business, Marketing, Communications, or related field.
  • A minimum of 5-7 years of experience in research sales, preferably within the travel technology or B2B sector.
  • Proven track record of achieving and exceeding sales targets.
  • Strong understanding of the travel technology industry and its key players as well as familiarity with research methodologies and data analysis technology.
  • Excellent communication, presentation, and negotiation skills.
  • Ability to build and maintain strong relationships with clients and internal stakeholders.
  • Self-starter with a high level of initiative, resourcefulness, and adaptability.
  • Proficient in Salesforce or other CRM systems and Microsoft Office Suite.
  • Willingness to travel as needed for client meetings and industry events.

What we offer:

  • Competitive base salary plus uncapped commission structure.
  • Comprehensive benefits package, including health insurance, dental and vision coverage, and retirement savings.
  • Generous paid time off policy and company holidays.
  • Opportunity for career growth within a dynamic and rapidly expanding organization.
  • Collaborative and supportive work environment with a strong emphasis on professional development.

How to Apply

To apply, please send a cover letter compensation requirements and your resume to We offer a competitive compensation package, strong benefits and a dynamic and exciting culture.

Apply Now

Phocuswright is a wholly owned subsidiary of Northstar Travel Group.

At Northstar we are laser focused on diversity. We embrace, value and champion our employees’ diverse backgrounds and experiences that make them unique. We understand that cultivating a culture of diversity and inclusion will make us stronger. We are a proud equal opportunity employer.