Director, Client Development – Real Estate Industry Group

Goodwin Procter Boston; New York (NY); On-site; USD 180,000 - 300,000; Full time

Benefits offered by this job

Health insurance

Retirement plan

Paid vacation and holidays

Professional development

Job summary

Goodwin seeks a Director, Client Development for its Real Estate Industry platform to lead growth, visibility, and market positioning. You will partner with Real Estate leadership and attorneys to deepen client relationships and drive revenue in a global context.

The role requires deep real estate knowledge, a track record of leading remote or dispersed teams, and the ability to translate market insight into commercial opportunities for the firm.

Qualifications

• 15+ years of experience within the real estate industry.
• Proven ability to lead geographically dispersed teams.
• Established credibility with REITs, real estate investment managers, investors, and developers.
• Proven ability to design and execute growth initiatives translating market insight into commercial opportunity.

Responsibilities

• Operate with the attorneys and the global operations team to build and execute a strategic go-to-market plan that maximises client value and ROI for Goodwin.
• Maintain fluency in institutional real estate market dynamics, investment activity, competitive trends, and emerging opportunities.
• Develop and execute client plans and targeting initiatives focused on priority clients and cross-practice opportunities.
• Design client engagement forums, roundtables, and industry programs to deepen market insight and relationships.
• Represent Goodwin directly in client-facing meetings, conferences, and networking settings as a credible voice.
• Enable integration of lateral partners to grow client relationships using Goodwin’s platform.
• Leverage client feedback programs to strengthen loyalty and inform growth strategy.

Skills

Real estate industry experience

Strategic business development

Team leadership

CRM analytics

Tools

CRM systems

Analytics tools

BD technologies

Job description

Join Goodwin’s Global Operations Team, and make a real impact on a global scale. At Goodwin, we work with some of the world’s most successful and innovative investors, entrepreneurs and disruptors in the life sciences, private equity, real estate, technology and financial industries, and where they converge. As part of the Global Operations Team – all business professionals at the firm – you’ll collaborate with colleagues from varied backgrounds and experiences, fostering an environment where cross-functional learning, networking, and collaboration are at the core of what we do. Here, we’re not just supporting a law firm; we’re partnering with attorneys and clients to deliver cutting‑edge solutions in high‑stakes litigation and dispute resolution, world‑class regulatory compliance and advisory services, and complex transactions. Our commitment to integrity, ingenuity, agility, and ambition drives us, and we’re proud to have been recognised as the “Best Business Team” by The American Lawyer. This is your opportunity to grow professionally in a dynamic, global environment, surrounded by forward‑thinking peers. Goodwin is seeking a strategic, industry‑fluent Director, Client Development to lead growth, visibility, and market positioning for its Real Estate Industry platform.

As part of Goodwin’s industry‑led strategy, this individual will serve as a senior business partner to Real Estate Industry leadership and attorneys, helping shape and execute go‑to‑market strategy that deepens client relationships and drives revenue growth.

The ideal candidate brings deep experience in the institutional real estate ecosystem, established credibility with REITs, real estate investment managers, investors, private real estate fund sponsors, non‑bank lenders, owners and developers, and the ability to translate market insight into commercial opportunity.

The Director will lead the global Real Estate Client Development team and represent Goodwin internally and externally as a credible, commercially minded voice for the platform.

What You Will Do:

Client Development and Growth Strategy

Operate in an integrated manner with the attorneys and across the global operations team to build and execute a strategic go‑to‑market plan that maximises client value and ROI for Goodwin.

Maintain deep fluency in institutional real estate market dynamics, investment activity, competitive trends, and emerging opportunities, translating insights into actionable plans that drive client development, revenue growth, market visibility, and relationship expansion.

Develop and execute strategic client plans and targeting initiatives focused on priority clients, sectors, and cross‑practice opportunities that deepen relationships, strengthen Goodwin’s integrated value proposition, and support revenue growth.

Design client engagement forums, roundtables, and industry programs that deepen Goodwin's market insight, strengthen relationships, and position the firm ahead of trends.

Represent Goodwin directly in client‑facing meetings, industry conferences, and networking settings — engaging clients and prospects as a credible, informed voice in the industry, not solely in a supporting capacity to attorneys.

Enable effective integration of lateral partners, ensuring they can leverage Goodwin’s platform to maintain and grow their client relationships.

Leverage client feedback programs that strengthen loyalty and inform growth strategy.

Talent & Operational Leadership

Ensure the people, processes, and technology supporting day‑to‑day operations are effective, scalable, and aligned to the group’s growth objectives. Design and own the budget with a line of sight to ROI and alignment with growth objectives of the business in terms of markets, clients, and sub‑practice areas. Lead, mentor, and develop a high‑performing team of business development professionals, ensuring their work aligns with the firm’s strategic objectives. Foster a collaborative, results‑driven team culture that emphasizes strategic thinking, client‑focused execution, and measurable impact. Shape and implement operational excellence initiatives for the group and the firm.

Market Positioning, Pitches, and Thought Leadership

Advance Goodwin’s market positioning through differentiated pitches, targeted campaigns, thought leadership, and external recognition efforts that reinforce the strength of the Real Estate platform. Shape pitch materials, RFP responses, and client presentations that use clear, compelling storytelling to differentiate Goodwin’s Real Estate platform and connect the firm’s strengths to client priorities. Partner with Marketing, Communications, and PR to sharpen the Real Estate Industry’s market narrative and increase visibility with priority clients and market participants. Drive targeted campaigns, sponsorships, alliances, industry events, and thought leadership initiatives aligned with growth objectives. Oversee legal directory submissions, rankings, and awards activity to strengthen external market recognition.

Who You Are:

15+ years of experience within the real estate industry. Experience at a real estate investment manager, private equity real estate firm, REIT, developer, lender, consulting firm, law firm with a significant focus on the real estate sector, or other professional services organization serving the institutional real estate market is required. Demonstrated, active involvement in the real estate industry — including participation in key industry associations, conferences, and networks — with a track record of leveraging market insight and industry relationships to identify growth opportunities. Proven experience leading and developing high‑performing, geographically dispersed teams within a complex, matrixed environment. Deep, current knowledge of the institutional real estate industry, the investment lifecycle, and the business drivers influencing REITs, real estate investment managers, investors, private real estate fund sponsors, non‑bank lenders, owners and developers. Demonstrated ability to lead geographically dispersed, cross‑functional teams and influence senior partners, firm leadership, and business teams within a complex professional services environment. Proven ability to design and execute strategic business development, client targeting, and growth initiatives that translate market insight, relationships, and data into commercial opportunity. Established credibility within the real estate industry, with the judgement and presence to engage attorneys, clients, and market participants as a trusted industry voice. Strong project management, organisational, and executive communication skills, with the ability to manage competing priorities and communicate clearly with senior stakeholders. Experience using CRM, experience databases, analytics tools, and business development technologies to support decision‑making, accountability, and client development execution.

Benefits and More

At Goodwin, you will discover your next career opportunity with a rewarding compensation package and comprehensive benefits, including:

• Health, dental, and vision insurance
• Life and disability insurance
• Retirement & Savings Plan
• Emergency back‑up child and adult care
• Paid vacation, sick time off, and holidays
• Professional development and career advancement opportunities
• Employee recognition and reward programs
• Employee wellness and assistance programs
• Employee discounts and perks

This position is eligible for overtime: No

The Target Salary Range For This Position varies By Location And Is Commensurate With Relevant Experience: $180K-$300K

Professional career paths at Goodwin offer you more – and less – than you might expect. You’ll find less hierarchy and more meritocracy. You’ll have more chances to work across departments and offices, and fewer roadblocks to getting the job done. We believe people are happiest when they’re not limited by a ‘that’s how we’ve always done it’ approach, so we encourage a more imaginative and collaborative working environment.

Our Global Operations Team – what we call our GO Team – brings a level of professionalism, enthusiasm and commitment to work each and every day. Goodwin embraces responsible and ethical use of AI in the Hiring Process.