Business Development Manager

Build the referral ecosystem that puts more families in homes.

This is a revenue-generating business development role at the intersection of marketing, sales, partnerships, and community engagement. You'll build referral networks, design partnership programs that scale, and create educational initiatives that turn community relationships into qualified mortgage and realty applications. If you're a relationship builder and a process-oriented strategist who likes to start something locally and grow it into a repeatable, national model, this role is for you.

Founded in Richmond, Virginia in 1997, Cap Center exists to help individuals and families achieve one of life's most meaningful milestones - home ownership. By bringing mortgage, realty, and insurance services together under one roof, we provide a simpler, more transparent experience designed to save clients time and money. Our commitment to innovation, including our signature Zero Closing Cost mortgage, has earned the trust of thousands of clients and fueled our growth through repeat business and referrals.

Beyond serving clients, we foster a collaborative, high-impact environment where employees are empowered to do meaningful work, grow professionally, and make a real difference in the lives of the people we serve.

As Business Development Manager, you'll be a member of the Marketing team, working closely with our Mortgage, Realty, and Client Services teams to build sustainable referral channels and educational programs that increase awareness, engagement, and lead generation. Your success will be measured by the quality and quantity of qualified applications generated through partner relationships, community engagement, and educational initiatives.

• Develop and manage relationships with key referral partners, including home builders, real estate agents, financial advisors, employers, universities, and housing development organizations
• Build and maintain partner engagement plans that create ongoing referral activity
• Design partnership programs that leverage Cap Center's offerings and client value propositions

• Develop and deliver educational workshops, seminars, and presentations on topics such as first-time home buying, down payment assistance, and housing affordability
• Partner with employers, universities, and community groups to provide educational programming
• Collaborate with nonprofit and housing-focused organizations to create mutually beneficial programs that support home ownership opportunities while generating qualified prospects

• Build referral programs that generate qualified mortgage and realty applications
• Support both event-based and evergreen lead-generation strategies
• Create lead-capture strategies across community events, educational seminars, industry conferences, and digital lead-collection initiatives
• Work closely with Sales leadership to improve lead quality and conversion rates
• Buildpartnership models and repeatable systems that deploy across multiple markets

• Build a scalable referral ecosystem across builders, realtors, employers, and financial advisors
• Launch recurring educational events that consistently generate qualified applications
• Create documented business development playbooks and processes
• Demonstrate sustainable growth in qualified applications and closed business attributable to business development efforts

You'll be measured on partnership growth, community engagement, lead generation, sales impact, and program scalability.

Required

• 3-7+ years of business development, sales, partnership management, or related experience
• Demonstrated success developing strategic relationships that generate measurable business results
• Experience using CRM platforms and tracking business development performance
• Ability to work cross-functionally with marketing and sales teams
• Strong organizational and project-management skills
• Strong presentation and public-speaking skills

Preferred

• Experience in mortgage, banking, real estate, housing, financial services, or related industries
• Experience working with nonprofits, community organizations, or housing advocacy groups
• Knowledge of first-time homebuyer programs and housing affordability initiatives
• NMLS license, or willingness to obtain required for presentations and business development activities

The salary range for this position is $60,000 - $100,000. Individual compensation will be determined based on job-related business considerations, including relevant qualifications, experience, education, certifications, and skills. Where applicable, this position may also be eligible for incentive compensation and/or discretionary bonus opportunities.

Successful performance and achievement of established advancement milestones may lead to promotion opportunities and elevated salary range.

Cap Center offers a…