Managing Director, Client Development

Description
Role Purpose
The Managing Director - Client Development is accountable for generating a consistent, qualified pipeline of custom-home clients and converting high-intent prospects into Client Experience Center appointments and design-build contracts. This role engineers and leads a disciplined, outbound, referral-driven growth engine while serving as a trusted advisor to ultra-high-net-worth clients and partners.

Success means that the Client Experience Center becomes a constant source of curated, high-quality consultations, powered by proactive relationship development, targeted network cultivation, and disciplined pipeline execution.

Key Responsibilities
Appointment & Pipeline Generation

• Deliver a weekly and monthly cadence of qualified appointments at the Blue Heron Experience Center.
• Build and manage a systematic outbound engine to generate opportunities across UHNW markets.
• Convert first conversations to Client Experience Center visits and curated design presentations that move prospects into the build pipeline.
• Track and actively pursue premium land opportunities and teardown sites suitable for custom builds.
• Develop strategy, network, and plan to penetrate UHNWI master-planned communities to proactively identify prospect opportunities.

Luxury Relationship & Ecosystem Development

• Cultivate and activate high-value relationships across luxury real estate, developers, architects, land sellers, private wealth networks, concierge services, and private clubs.
• Build and formalize a best-in-class referral program that rewards production, accelerates trust, and consistently supplies qualified prospects.
• Serve as a brand ambassador, elevating Blue Heron's presence among UHNW circles both locally and nationally.

Market Intelligence & Land Insight

• Maintain real-time pulse on land development cycles, zoning trends, parcel activity, custom home-friendly neighborhoods, and off-market opportunities.
• Partner with Marketing to ensure messaging is accurate, aligned, and inspiring.

Client Experience & Handoff Excellence

• Deliver high-touch, discretion-forward luxury client engagement, prioritizing service, speed, and trust.
• Ensure seamless and elegant handoffs to Blue Heron leadership to ensure clear next steps and strategic progression into contract.

Systems, Reporting & Discipline

• Partner with RevOps to institutionalize cadences, dashboards, and performance rhythm to ensure pipeline visibility and forecast confidence.
• Maintain world-class CRM discipline, lead scoring, and campaign reporting.
• Maintain a "test-and-learn" playbook across channels, message frameworks, and experience tactics.

Measures of Success

• Consistent Qualified Appointments: Weekly Qualified First Meetings and monthly Experience Center consultations
• Pipeline Strength: Achieves and maintains defined pipeline coverage targets
• Conversion: Lead-to-Consultation, Consult-to-Contract ratios
• Land Enablement: Meaningful contribution to viable land opportunities for custom projects
• Referral Productivity: # of producing partners and partner-sourced pipeline
• Speed & Service: Sub-15-minute response time for UHNW inbound interest
• Cycle Efficiency: Reduced time from intro to contract

Requirements
Ideal Profile

• 8+ years building & closing UHNW clients
• Ultra-luxury product sales, private wealth, or real estate.
• Highly networked
• High-EQ connector with exceptional gravitas, discretion, and relationship skills
• CRM & outbound program builder
• Skilled in luxury storytelling, client advisory, and experience curation
• Willing to be active in-market, after-hours, and weekends when needed

Values
Push Boundaries

• Be Client-Centric
• Innovate Solutions
• Collaborate to Succeed
• Do The Right Thing
• Express Your Passion