Director of Business Development (Santa Monica)

HGA

Santa Monica, CA 90292

United States

Posted July 1, 2025

{FULL_TIME,INTERN}

Valid until July 31, 2025

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Job Description

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Overview
Lead with purpose and step into a high-impact role as HGA's

Overview
Lead with purpose and step into a high-impact role as HGA's Director of Business Development - shaping the future through meaningful partnerships and bold strategies!
We are seeking a strategic and collaborative Director of Business Development to lead HGA’s regional and national business development teams in identifying and securing new opportunities across targeted sectors and high-growth geographic markets. This role is instrumental in advancing the firm’s business development strategy , leveraging a deep understanding of relationship-driven sales for services with a high price point and long lead times, targeting B2B C-suite-level decision makers.
More coach than player, the ideal candidate excels at mentoring and empowering others , helping team members grow , lead , and succeed . A successful candidate will be a natural leader who brings out the best in others through thoughtful guidance, accountability, and support while aligning with HGA's firm-wide strategy.
This role requires an experienced capable leader and collaborator—someone who thrives in a matrixed environment , aligning efforts across marketing, business development, and practice leadership to ensure a unified approach to client development and market growth.
In This Role You Will
Strategic Planning & Market Positioning

provides strategic direction and guidance to ensure the business development strategy is aligned with the firm’s long-term growth goals;
reviews and approves market analysis approaches and ensures insights are effectively used in annual planning and targeting efforts;
oversees collaboration between business development team and practice/sector leaders to ensure business development plans are aligned, actionable, and resourced appropriately;
monitors execution of annual BD plans, identifying risks or gaps and intervening to support course correction or realignment as needed; and
reviews plans with a national lens, looking for areas of overlap or gaps as well as opportunities for cross-sector collaboration and leverage.

Client Relationship Management

sets relationship development goals and expectations for BD team and ensures alignment with firm-wide client engagement strategies in partnership with sector and practice leaders;
coaches and supports team members in building strategic client and industry relationships, particularly for high-value or priority clients; and
provides coaching and guidance on key account strategy in partnership with CMO.

Pursuit Strategy & Capture Planning

provides oversight for capture strategies and pursuit plans, especially for priority clients and high-impact opportunities;
ensures consistency and alignment in messaging around the firm’s capabilities, competitive differentiators, and project experience;
provides high level input on proposal and interview win strategies for key pursuits; drives consistent adherence to go/no-go processes;
holds team accountable for accurate and timely reporting on pipeline, pursuit lifecycle, and ROI of BD initiatives; and
ensures that pursuit debriefs are done consistently and that learnings are captured, shared, and implemented across teams.

Internal Collaboration and Leadership

leads and supports the professional development of business development team, including creating role descriptions, mentoring, coaching, and conducting performance evaluations;
fosters a culture of collaboration, accountability, and proactive client service across practices and offices;
ensures robust tracking and reporting systems are in place for business development activity, providing leadership with actionable insights;
facilitates integration of business development efforts with marketing, branding, and thought leadership strategies; and
champions cross-functional and cross-office collaboration, helping to break down silos and share client intelligence firmwide.

Financial Management

oversees the alignment of business development plans with budgeting and resourcing at the regional and practice levels;
approves and monitors marketing and BD budgets, including spend on conferences, travel, and pursuit-specific activities; and
evaluates ROI on business development investments and adjusts resource allocation to maximize impact and support firm priorities.

Preferred Attributes Include

ability to critically analyze, synthesize and manage a complex array of strategic and tactical projects with multiple partners;
ability to negotiate, make difficult decisions, influence others and manage change;
ability to work effectively in a team and matrixed environment;
comfortable with public speaking and thought leadership;
comfortable working in a fast-paced, deadline-driven environment;
demonstrated experience managing people & processes across a company of comparable scale;
excellent interpersonal skills and the ability to interact with all levels of team and clients; ability to forge trusting relationships within a diverse team of leaders, colleagues, and reports;
exceptional writing, editing, and storytelling skills;
experience working with technical teams and translating complex services into client value;
expertise in team structure, career path/development, coaching and mentorship;
proven track record of securing significant project wins and partnerships;
strong organizational and project management skills with high attention to detail; and
strong research, analytical, critical thinking and problem-solving skills.

You Will Need To Have

Bachelor’s degree in Marketing, Business, or related field (Master’s degree a plus)
10+ years of experience in business development, with at least 5 years in the A/E/C or other professional services industry
5+ years managing a team of business development professionals
deep knowledge of the commercial real estate market, procurement processes, and client dynamics
proficiency with CRM platforms (e.g., Deltek, Salesforce) and Microsoft Office Suite
proficiency in MS Office Suite, including Microsoft Word, Excel and PowerPoint preferred

Salary Information
The pay range listed aligns to the geography of the office for which this position is posted. Actual compensation will be based upon work experience, education, licensure requirements and/or skill level and will be finalized at the time of offer. Individuals in this role working more than 24 hours a week on a regular basis are eligible to participate in HGA’s robust benefit programs which include an annual bonus and success sharing bonus program, 401(k) guaranteed contribution, paid parental leave, medical, dental and life insurance plans as well as PTO and short- and long-term disability programs. Salary Range: $165,000 - 204,700
Additional Information
HGA is a place where you can do your best work. We believe that enduring, impactful design results from deep insight into the people and passions that animate each unique environment. We value empathy, are fueled by curiosity, and embrace the hard work that leads to innovation. Equally important is our commitment to creating a culture of inclusivity and diversity where we encourage your originality, respect the need for flexibility and work-life balance, and empower your desired career growth. HGA is a national award-winning interdisciplinary design firm rooted in architecture and engineering. Learn more about us here .
Equity
Equity is a living, breathing part of who we are and what we do at HGA. Our goal is to ensure that every employee brings their authentic self to work, feels a sense of belonging and works collaboratively to support each other.
Sustainability
We are committed to meeting our clients’ sustainability goals as well as challenging our industry. We aim to develop the expertise and research to push beyond net zero energy to net positive energy; from a neutral effect on health, safety, and resources to a positive one. As the need and desire for sustainability environments grow, so does the focus on high-performance buildings with sound data that we can share back with clients and our design teams.