Principal Client Development

How the role contributes

• Own Outbound Strategy and Execution: Define ICPs, forecasts, and plans across key UHNW geographies. Lead prospecting through warm introductions, curated events, private showings, precision email, phone, SMS, high-touch direct mail, and coordinated account-based marketing plays (aimed at specific UHNW buyers and gatekeepers: brokers, family offices, private banks).
• Create Pipeline Relentlessly: Drive weekly Qualified First Meetings (QFMs) and monthly Custom Home Consultations in our model homes and Blue Heron Experience Space. Monitor land transactions suitable for bespoke builds. 
• Build a High-Yield Referral Network: Activate and manage a network of luxury brokers, land sources, family offices, private banks, concierge, private aviation, and premier clubs. Structure partnership programs and ROI positive campaigns that fill the funnel.
• Curate UHNW Experiences: Host invite-only client salons, concept previews, and hard hat walk-throughs. Ensure every experience produces a clear follow-up plan, next steps, and measurable pipeline. Partner with marketing to shape event strategy.
• Run Intelligence and CRM: Maintain impeccable CRM hygiene. Produce outbound contact plans, AB testing results (in partnership with marketing), and weekly pipeline reports (in partnership with RevOps). Share market intel on UHNW trends, land deals, and competitive offerings to sharpen our custom home value proposition.
• Co-Sell Across the House: Partner with Marketing on content and PR. Partner with Sales to ensure smooth handoffs and effective closings. Partner with Preconstruction Estimating and Operations to validate scope, budget, and timeline while remaining accountable for outbound origination and revenue.

How success is measured

• New Qualified First Meetings per week and Consultations per month
• Pipeline at or above threshold requirement
• Lead to Build Contract conversion
• Active producing referral partners and partner-sourced revenue
• Time to first response for UHNW inquiries at or below 15 minutes
• Net new Design-Build/Custom database growth opt-in
• Cycle time reduction from first meeting to signed build agreement

Getting started

• Stand up the outbound playbook and plan, including ICPs, territories, talk tracks, email sequences, call guides, and gifting protocol
• Activate 10 to 15 producing referral partners
• Deliver 30 or more Qualified First Meetings, 12 or more Custom Home Consultations, and 3 to 5 signed build agreements
• Establish dashboards and a weekly deal review cadence

Ideal Profile

• World-class closer with 8 to 12 plus years selling to UHNW or private client segments in luxury real estate, custom home building, private banking, luxury hospitality, private aviation, or closely related categories
• UHNW fluency, including discretion, complex family dynamics, privacy, and trust
• Builder operator who designs the system and performs at the point of sale with a hunter mindset and high activity discipline
• Strategically savvy in sales strategy development, segmentation, channel ROI, and test and learn rigor
• Exceptionally networked with portable relationships across luxury brokers, landowners, family offices, and allied partners
• Tools mastery, including CRM HubSpot or Salesforce ABM platforms, list building tools, and LinkedIn Sales Navigator
• Exceptional writing and presentation skills
• Willing to host client experiences after hours and weekends as needed, with travel 10% to 25%

Must demonstrate our values

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