POSITION SUMMARY

The Senior Lead, Business Development originates third-party work for Impact Housing's integrated design-build-manufacture platform. The target market is affordable and market-rate multifamily developers, general contractors, architects, housing authorities and nonprofit sponsors across California, with a concentration on repeat developers building standardized projects of one hundred to two hundred fifty living units.

This position owns the top of the funnel through qualified introduction. It identifies and warms targets, runs first meetings, qualifies opportunities against Impact Housing's manufacturing criteria, and hands off to the Senior Manager or the Head of Business Development to close. It is the only position on the team carrying a commission, and performance is measured on weekly activity volume and quarterly qualified-proposal output.

Employment and compensation structure: Full-time employee. Base salary plus commission tied to qualified proposals and closed contract value.

KEY RESPONSIBILITIES

• Build and work a target list of California developers, general contractors, architects and housing authorities, prioritizing repeat clients and standardized projects that fit Impact Housing's product line and manufacturing model.
• Conduct warm and cold outreach against defined weekly activity targets, including calls, passive email campaigns, referrals and conference-driven relationship building.
• Qualify opportunities against manufacturing criteria - product fit, unit count, site feasibility, schedule and financing status - before advancing them.
• Set and run qualified introductory meetings, then hand off to the Senior Manager or Head of Business Development with a complete written brief.
• Support proposal and pitch production, including project plan proposals and benchmark cost proposals, and maintain discipline around what is and is not released in send-ahead materials.
• Maintain complete and current pipeline records in HubSpot, including accurate warm and cold contact segmentation.
• Represent Impact Housing at industry conferences, panels and association events across the multifamily, modular and affordable housing calendar.

Day-to-Day Responsibilities

• Execute daily warm and cold outreach calls against weekly targets.
• Run passive email outreach campaigns and manage responses.
• Research and qualify new prospects, enriching records with project pipeline, funding status and decision-maker detail.
• Log every contact, meeting outcome and next step in HubSpot the same day.
• Prepare materials and background briefs ahead of introductory meetings.
• Follow up on conference and event contacts within the agreed window.
• Participate in the weekly pipeline review with the Senior Manager.
• Maintain and report weekly activity metrics against targets.

QUALIFICATIONS

Years of Experience: 6-10 years in business development, sales or origination, of which at least four must be in real estate, construction, building products or modular and offsite construction.

Prior Experience: Real estate, construction or manufacturing sales. A demonstrated record of carrying and meeting a quota or defined activity targets is required, as is an established and verifiable California network among multifamily developers, general contractors, architects, lenders or housing consultants. General sales experience outside these industries is not a substitute.

Required Skills and Attributes

• Disciplined CRM practice - a pipeline that is accurate without being chased.
• Ability to qualify hard and early, including disqualifying opportunities that do not fit the manufacturing model.
• Strong written communication for outreach, hand-off briefs and proposal input.
• Comfort operating independently against activity targets with limited day-to-day supervision.
• Valid California driver's license and reliable transportation.

Preferred Qualifications

• Affordable housing experience, including familiarity with LIHTC, CTCAC and CDLAC processes and timelines.
• Prior modular, prefabricated or offsite construction sales experience.
• HubSpot proficiency.
• Existing relationships with housing authorities or nonprofit affordable sponsors.
• Bilingual English and Spanish.

EDUCATION AND CREDENTIALS

Bachelor's degree required. Preferred disciplines: business, real estate, marketing, communications, construction management or a related field. An MBA or a master's in real estate development is advantageous.

COMPENSATION

• Competitive compensation based on experience.
• Health benefits: Medical, Dental, Vision, and FSA
• Vacation
• Sick time
• Holiday pay
• Company equity ownership.
• 401(k) Retirement Plan.

PHYSICAL REQUIREMENTS

This position is based in Los Angeles with frequent travel across California for client meetings, site visits, conferences and industry events, plus periodic visits to the Yorba Linda manufacturing facility. The role requires the ability to walk active construction sites and development parcels and to wear required personal protective equipment. Some evening and early-morning work is expected around conferences and client schedules.

NOTE
This job description in no way states or implies that these are the only duties to be performed by the employee(s) of this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments. All duties and responsibilities are essential functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities.

For more information about Impact Housing, visit ihousing.us.