Director of Business Development

Job Description

The Director of Business Development will play a pivotal role in identifying and pursuing new private-sector land development opportunities, focusing on projects starting at $2M. This position requires independently winning work and maintaining a robust pipeline of qualified leads. The role is centered around revenue generation, proposal preparation, and client relationship management, with a strategic focus on high-value asset types and market insights.

Responsibilities

• Identify and pursue new private-sector land development opportunities, focusing on projects starting at $2M.
• Build and maintain a robust pipeline of qualified leads and opportunities.
• Independently win work and bring in a book of business.
• Meet or exceed annual revenue targets: Entry-level BD: $2M+,SeniorBD: $20M+.
• Accurately forecast revenue and contribute to budgeting efforts.
• Lead the preparation of proposals, RFP responses, and presentations.
• Collaborate with technical staff, marketing, and proposal teams to develop winning strategies.
• Negotiate contracts and close deals with clients.
• Serve as a trusted advisor to key clients and agency partners across California.
• Build deep, long-term relationships with agencies, municipalities, and private developers.
• Represent the firm at industry events, conferences, and client meetings.
• Contribute to the strategic growth of the land development business unit.
• Focus on high-value asset types such as master-planned communities (MPCs), mixed-use, commercial, and TOD projects.
• Stay informed on market trends, regulatory changes, and competitive landscape.
• Coordinate across distributed teams without direct management responsibilities.
• Influence internal stakeholders and support cross-functional collaboration.
• Work closely with the Land Development Market Leader to align on goals and strategy.

Essential Skills

• Proven ability to independently win high-value private land development projects ($2M–$20M+ annually).
• Must bring an existing book of business.
• Deep understanding of Southern California’s private land development market and regulatory environment.
• Experience with residential, mixed-use, commercial, and TOD projects.
• Build and maintain long-term relationships with agencies, municipalities, and private clients.
• Use CRM tools to manage pipeline and client interactions.
• Influence and coordinate across distributed teams without formal management responsibilities.

Additional Skills & Qualifications

• Strategic thinker with a technicalbackground(PE, AICP, or civil engineering preferred).
• Strong communicator and relationship builder.
• Entrepreneurial mindset with a track record of revenue generation.
• Familiarity with Adobe Creative Suite (InDesign, Illustrator) is a plus.
• Ability to navigate complex stakeholder environments and regulatory frameworks.
• 10–15+ years in business development, with 5+ years in land development.
• Demonstrated success in winning and managing large-scale private-sector projects.
• Experience in California-specific land use and environmental regulations.

Work Environment

Enjoy a respectful work environment with a healthy work-life balance, offering flexibility such as a 9/80 schedule (every other Friday off). The firm fosters a culture of integrity, respect, transparency, and collaboration, empowering professionals to innovate and lead with minimal micromanagement. Employees are encouraged to contribute to meaningful projects in transportation, land development, energy, and water resources, shaping communities and protecting ecosystems. Career development opportunities abound across various offices and disciplines, supported by mentorship and diverse career paths.

Pay and Benefits

The pay range for this position is $250000.00 - $300000.00/yr.

🏥 Health & Wellbeing

• Medical, Dental, and Vision Insurance: Comprehensive coverage for employees and dependents [

• Life Insurance: Basic life insurance provided, with options to purchase additional coverage.

• Short & Long-Term Disability: Income protection in case of medical leave or disability.

• Employee Assistance Program (EAP): Confidential counseling and support services for mental health, family, and personal issues

• Wellbeing Resources: Includes on-demand fitness classes (yoga, Pilates, Zumba), stress management tools, and lifestyle assessments

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💼 Work-Life Balance

• Hybrid Work Schedules: Flexibility to work remotely part of the week.

• 9/80 Schedule: Every other Friday off, reducing commute time and supporting personal time

• Paid Time Off (PTO) & Holidays: Generous PTO and holiday pay to support rest and recharge

• Guaranteed Ride Home Program: Transportation support in case of personal emergencies when commuting without a personal vehicle

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💰 Financial & Career Benefits

• 401(k) Retirement Plan: With employer matching to support long-term financial planning.

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🌱 Culture & Perks

• Work Style: Hybrid, flexible, mission-driven.

• Team Structure: Cross-functional leadership across multiple offices.

• Dress Code: Business casual; professional for client-facing events.

Workplace Type

This is a hybrid position in Tustin, CA.