Business Development Manager at CapCenter in Glen Allen, VA

Business Development Manager

Full Time · Location: Glen Allen, VA, US

Founded in Richmond, Virginia in 1997, CapCenter exists to help individuals and families achieve one of life's most meaningful milestones—homeownership. 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 Zero Closing Cost mortgage, has earned the trust of thousands of clients and fueled our growth through repeat business and referrals.

At CapCenter, our mission extends 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

Job Overview:

This role sits at the intersection of marketing, sales, partnerships, and community engagement. This role is a revenue-generating business development role focused on building referral ecosystems, creating scalable partnership models, and generating qualified mortgage and realty applications.

This role will be a member of the Marketing Team. They’ll work closely with the Mortgage, Realty, and Client Services teams to create sustainable referral channels and educational programs that increase awareness, engagement, and lead generation.

The ideal candidate is a relationship builder, community connector, and process-oriented strategist who can create repeatable partnership programs that begin locally and scale nationally. Success in this role will be measured by the quality and quantity of qualified lead applications generated through partner relationships, community engagement, and educational initiatives.

Key Responsibilities:

Strategic Partnership Development

• Develop and manage relationships with key referral partners including:
  • Home Builders
  • Real Estate Agents
  • Financial Advisors
  • Employers and Universities
  • Housing and Community Development Organizations
• Build and maintain partner engagement plans that create ongoing referral activity.
• Create partnership programs that leverage CapCenter's rate discount offerings and customer value propositions.

Community Outreach & Education

• Develop and deliver educational workshops, seminars, and presentations related to:
  • First time home buying
  • Down payment assistance
  • Housing affordability / mortgage offerings
• Partner with employers, universities, housing organizations, and community groups to provide educational programming.
• Collaborate with nonprofit and housing-focused organizations to create mutually beneficial programs that support homeownership opportunities while generating qualified prospects.

Lead Generation & Revenue Development

• Develop referral programs that generate qualified mortgage and realty applications.
• Support both event-based and evergreen lead-generation strategies.
• Create lead capture strategies utilizing:
  • Community events
  • Educational seminars
  • Industry conferences
  • Digital lead collection initiatives
• Work closely with Sales leadership to improve lead quality and conversion rates.

Program Development & Process Creation

Crawl

• Leverage existing builder, realtor, and employer relationships.
• Revitalize the referral-rate incentive programs.
• Develop standardized referral tools and partner resources.

Walk

• Introduce educational programming.
• Document all partnership development processes, playbooks, and best practices.
• Launch recurring lead-generation campaigns.

Run

• Secure preferred lender relationships.
• Establish enterprise-level partnerships.
• Create national partnership models that can be deployed across multiple markets.
• Build repeatable systems that can scale locally, regionally, and nationally.

Qualifications:

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

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 licensing for educational presentations and business development activities

Compensation:

The estimated range of $60,000 – $100,000 reflects the budgeted amount for this position. Individual compensation will be determined based on job-related business considerations, such as relevant qualifications, experience, location, education, certifications, skills, and other job-related reasons. Where applicable, this position is eligible for incentive compensation and/or discretionary bonus opportunities.

Benefits:

CapCenter offers a comprehensive benefits package, including medical, dental, vision, life insurance, a 401(k) plan with company match, paid vacation, paid holidays, and other programs designed to support the well-being and professional growth of our employees.

Physical Requirements and Work Environment:

Work is primarily performed in a professional office environment and may involve extended periods of sitting, computer use, keyboarding, and telephone or virtual communication. The position may require managing competing priorities, responding to time-sensitive matters, maintaining accuracy and attention to detail, and working effectively in a fast-paced environment.

Reasonable Accommodation:

As required by law, reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the position.

Equal Opportunity Employer:

CapCenter is an Equal Opportunity Employer (Veteran/Disability). All qualified applicants will be considered regardless of race, color, national origin, age, religion, sex, sexual orientation, gender identity, or any other status protected by applicable federal, state, or local law.