Careers Director, Business Development Phocuswright

Join the Team: Director, Business Development

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.

This key contributor is integral to the company's revenue growth goals and is accountable for a defined territory of travel segments for our industry-leading research, events and digital media. A high-level of competence in consultative selling is essential. Personally crafting integrated programs that align with client goals, expanding our positive industry impact, and consistently meeting and exceeding individual and team objectives is crucial to this role.

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.

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.


  • Manage the full sales life-cycle for clients, including prospecting, lead qualifying, solution selling, proposal development and account conversion
  • Strong business acumen and professionalism, excellent customer focus, attention to detail and outstanding communication skills in all forms
  • Actively engage CRM database (Salesforce) for all client opportunities, contact updates, activity tracking, management and scheduling for accurate forecasting
  • Leverage opportunities to create integrated packages and strategies for developing on our existing business and driving new growth to achieve the company’s sales goals
  • Contribute to a culture of success and ongoing business and goal achievement by sharing ideas and participating in discussions about new product development
  • Travel for in-person meetings with customers and partners and to develop key relationships
  • Manage key customer relationships and participate in closing strategic opportunities as needed
  • Provide detailed and accurate sales forecasting weekly
  • Manage customer expectations and contribute to a high level of customer satisfaction
  • Leverage infrastructure and established systems to generate leads, drive new business growth and accurately track sales
  • Compile and record information and data related to customer and prospect interactions for team and leadership visibility
  • Monitor customer, market and competitor activity
  • Work closely with the marketing function to establish fruitful support, channel and partner programs


Demonstrated high level of skills and knowledge are necessary in the following areas:

  • Experience either selling research OR experience in the travel industry is required. Experience with both preferred
  • Travel Industry knowledge and a thirst for more
  • Efficient management of budget, quota and time
  • Highly organized
  • Adept at collaboration with a variety of team members: sales colleagues, internal fulfillment teams, marketing, sponsorship and event operations teams, research analysts, and editors
  • Self-starter, highly-motivated
  • Strong interpersonal skills
  • Execute and deliver results against tight deadlines
  • Strong computer skills required
  • Required: Microsoft Office Products, Salesforce, LinkedIn
  • Preferred: Marketing automation (Pardot preferred)

How to Apply

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

Apply Now: Director, Business Development

Phocuswright is a wholly owned subsidiary of Northstar Travel Group.

All Northstar new hires, as well as existing employees who attend events and/or come into contact with other employees, are required to be fully vaccinated against COVID-19 and demonstrate documentation toward the same.

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.