Basic Function:
- The Client Development Director is responsible for driving revenue growth by originating and closing new business opportunities for engineered tax solutions, including cost segregation, R&D tax credits, and energy-related incentives.
- This role requires a highly consultative sales approach, combining business development expertise with the ability to communicate complex tax strategies to business owners, real estate investors, and CPA partners.
Position's Intention:
- The Client Development Director exists to expand the company’s market presence and drive new revenue by developing trusted relationships and converting opportunities into closed business.
- This role is designed to generate consistent, high-quality pipeline through outbound prospecting and strategic partnerships.
- Establish credibility with financially sophisticated clients and advisors.
- Convert opportunities into revenue through consultative, education-driven selling.
- Build long-term referral channels, particularly within CPA and professional networks.
- Serve as a key link between client needs and internal technical delivery teams.
Success Measurements:
- Success in this role depends on establishing credibility quickly, educating clients, and guiding them through financially impactful decisions.
Principal Responsibilities:
- Proactively generate new business through outbound prospecting, referral development, and strategic partnerships (including CPA and real estate networks).
- Educate prospective clients and partners on engineered tax strategies, including cost segregation, R&D credits, and related incentives.
- Lead discovery conversations to identify qualification, financial impact, and strategic fit.
- Develop and present clear, financially grounded proposals aligned to client objectives.
- Build and maintain strong relationships with CPAs, advisors, and decision-makers to drive referrals and repeat business.
- Collaborate with internal engineering, tax, and operations teams to ensure accurate scoping and delivery.
- Manage and track all pipeline activity in CRM (ZOHO), maintaining high data integrity and visibility.
- Consistently progress opportunities through the pipeline from initial contact to close.
- Participate in industry events, associations, and networking opportunities to expand market presence.
Required Skills/Qualifications:
- Ability to understand and communicate complex financial or tax concepts in a clear, compelling way.
- Strong discovery and needs analysis skills.
- Experience working with CPAs, financial advisors, or sophisticated business owners.
- Proven prospecting, discovery and pipeline management skills.
- Strong negotiation and closing skills.
- Ability to collaborate cross-functionally with technical teams.
- Ability to communicate complex financial or tax concepts clearly.
- High emotional intelligence and business acumen.
Preferred Skills/Qualifications:
- Prior experience in cost segregation, R&D credits, 179D, or other engineered tax solutions.
- Existing network of CPA or real estate contacts.
- Experience with high-dollar B2B or complex consultative sales.
- Advanced business intelligence skills.
Qualifications:
- To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
- The requirements listed below are representative of the knowledge, skill, and/or ability required.
- Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Required Skills:
- Strong analytical, planning and problem-solving capabilities.
- Demonstrated initiative and ability to work independently with minimal supervision required.
Education/Certification:
- Associate's degree (A.A.) or equivalent from two-year college or technical school; or.
- Five (5) to Seven (7) years related experience and/or training; or equivalent combination of education and experience.
Language Skills:
- Ability to write reports, business correspondence and clearly communicate with clients and internal staff.
Reasoning Ability:
- Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
- Ability to interpret a variety of instructions furnished in written, oral, or schedule form.
Computer Skills:
- To perform this job successfully, an individual should be proficient in Microsoft Office applications, including Outlook, Teams, Excel, Word, and PowerPoint, as well as CRM and sales training software.
Supervisory Responsibilities: None.
