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Company Description
Vialto helps multinational companies and their people work across borders legally and compliantly.
We combine deep expertise in immigration, tax, business travel, remote work, payroll, and compensation with a single, integrated platform and team—to make global work better.
Whether someone is moving to a new country, working remotely, or traveling for business, we help ensure they have the right permits or visas, are paid and compensated according to local regulations, and remain compliant with cross-border tax requirements.
As a team member at Vialto, you’ll be part of a global network with real impact. We support 10,000+ clients in over 150 countries, and that reach gives you the room to grow, learn, and make a real difference.
We value collaboration, belonging, and innovation, and offer flexible career opportunities for people who want to shape the future of global work.
Our culture is open, supportive, and ambitious. We believe in transparency, trust, and teamwork—and we’re building a workplace where everyone can thrive and feel proud of the work they do.
Join us to help people work anywhere in the world—and build a career without borders.
To learn more about Vialto, visit our website at www.vialto.com.
Job Description
We are introducing a new capability into our firm: a dedicated commercial function that works alongside our senior partners to accelerate growth. This is a true selling role — you will close deals and carry quota responsibility — while also enabling our partners to win the opportunities they lead. Your job is to be both a revenue generator in your own right and the engine that keeps opportunity flowing across the firm.
The Director, Client Growth will own the commercial activities that drive the firm's growth: systematic prospecting, direct client development, pipeline coordination, and the relentless outreach cadence that turns a firm's network into revenue. For some opportunities you will sell and close directly; for others you will develop the relationship to the point where a partner takes the lead. You will operate as both a front-line seller and the connective tissue between market opportunity and partner expertise.
Pipeline Generation — New Logos
Your primary focus is winning new client relationships where the firm has no existing footprint. You will:
- Map the target market — identifying the multinational employers, PE-backed portfolio companies, and rapidly scaling organizations that represent our highest-value prospects in global mobility.
- Own systematic outreach — building and maintaining a prospecting cadence across LinkedIn, industry events, referral networks, and direct outreach, generating qualified meetings that you or a senior partner will lead.
- Qualify opportunities rigorously — understanding enough about global mobility to identify genuine pain (workforce compliance exposure, immigration program inefficiency, M&A mobility complexity), progress straightforward engagements yourself, and know when a partner needs to be in the room.
- Coordinate RFP and pitch processes — owning the logistics, timeline, and preparation for competitive bids, freeing partners to focus on content and client relationship.
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Partner Collaboration
You will work in close partnership with our senior partners on complex engagements, while owning other opportunities end-to-end. This requires credibility, emotional intelligence, and disciplined process.
- Facilitate clean handoffs on complex engagements — bringing partners into conversations at the right moment and briefing them thoroughly so they can lead with expertise, not catch-up.
- Co-develop target account plans with partners — aligning on priority sectors, key contacts, and outreach sequencing.
- Participate in weekly pipeline reviews — keeping partners informed, accountable, and engaged.
- Act as the institutional memory of the pipeline — maintaining CRM discipline so no opportunity is lost to administrative friction.
Market Presence and Network Development
- Represent the firm at industry events and sector-specific forums — with the goal of building relationships.
- Build and maintain a broad network of referral sources: relocation management companies, HR technology providers, law firms, and executive search partners.
- Support thought leadership distribution — getting our partners' insights in front of the right people at the right time.
Who We Are Looking For
Experience
- 5 – 10 years in complex, multi-stakeholder B2B services sales. You have personally closed deals, not just generated pipeline. You understand long sales cycles, relationship-led buying, and the patience required to win professional services engagements.
- Background in adjacent professional services strongly preferred: relocation management, HR consulting, employment law, benefits advisory, ERP or HCM consulting, or similar. You do not need to know global mobility — you need to understand how sophisticated HR and finance buyers think.
- Demonstrated track record of new logo acquisition — not just account expansion. We need someone who is comfortable starting from zero with a prospect.
- Experience working alongside senior professionals (partners, principals, managing directors) and navigating the dynamics of a professional services firm — where the people who deliver the work also own the client relationship.
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Behaviors We Will Assess For
We Will Be Looking For Evidence Of
- Daily discipline: A structured, consistent BD routine — not reactive, not episodic. You track your own activity. You know your numbers. You have a system.
- Network depth: You have built and maintained a genuine professional network over time, not just a contact list. You can describe specific relationships you have cultivated and how they have generated business.
- Proactive value creation: You bring ideas to people before they ask. You send relevant articles, make introductions, flag opportunities. You are not waiting for the phone to ring.
- Connector mentality: You instinctively think about who should know whom. You see your network as an asset to deploy for others, not just for yourself.
- Emotional intelligence: You can navigate partner dynamics with respect and patience. You understand that influence matters more than authority.
Mindset
- Genuinely curious about global mobility as a domain — willing to invest 6 – 12 months building substantive knowledge of immigration, tax, compliance, and assignment management.
- Comfortable with ambiguity — this is a new role in the firm; the playbook will be partly yours to write.
- Resilient and self-directed — you do not need external validation to keep moving. You have intrinsic motivation to prospect, follow up, and stay the course on long sales cycles.
What We Offer
- A base salary commensurate with senior professional services BD roles, plus a meaningful bonus tied to origination — structured so that your success and partner success are aligned, not in tension.
- Shared origination credit — when you generate a win alongside a partner, both of you are recognized. This firm is building a collaborative commercial model, not a zero-sum one.
- Direct access to firm leadership and a seat at the commercial table. This is not a support function — it is a growth function, and it will be treated as one.
- A structured onboarding into the global mobility domain, including shadowing on client engagements, access to industry training, and dedicated partner mentoring.
- The opportunity to help shape how a specialist professional services firm grows in a market that is becoming more competitive, more complex, and more interesting.
Additional Information
- This is a regular, full-time position.
- The role is hybrid.
- Location: We are looking for 2 candidates. One in London and one in Madrid.
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