Director, Client Development – Real Estate Industry Group

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 and experienced Senior Manager, Client Development – Real Estate Industry to help drive the growth, visibility, and market position of one of the world's leading real estate legal platforms. 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 execute integrated go-to-market initiatives that strengthen client relationships, identify growth opportunities, and enhance Goodwin’s position as the premier legal advisor across the real estate investment lifecycle. Reporting to the Director of Client Development for the Real Estate Industry, the Senior Manager will lead and oversee the day-to-day activities of the Real Estate Client Development team across the United States, Europe, and Asia. The role requires deep knowledge of the institutional real estate ecosystem, strong leadership experience managing geographically dispersed teams, and the ability to work effectively across multiple functions including marketing, communications, competitive intelligence, client engagement, and practice development. The ideal candidate combines strategic thinking with operational excellence and possesses a strong understanding of how institutional investors, owners, developers, operators, lenders, REITs, and private real estate funds make business decisions. This individual must be able to influence stakeholders, foster collaboration across practices and geographies, and translate market insights into actionable growth opportunities. The successful candidate will be equally comfortable advising senior partners on growth initiatives and rolling up their sleeves to execute high-impact projects. Goodwin’s real estate platform is distinguished by its vertically integrated approach across the full investment lifecycle and its deep relationships throughout the industry ecosystem. What You Will Do: Strategic Industry Leadership Partner with Real Estate Industry leadership to execute client development and go-to-market priorities aligned with firmwide growth objectives and strategy. Translate industry and practice priorities into actionable client development plans that support revenue growth, market visibility, and client relationship expansion. Support the development and execution of strategic targeting initiatives focused on priority clients, sectors, and growth opportunities across the Real Estate Industry. Identify and advance opportunities for cross-practice and cross-industry collaboration that strengthen Goodwin’s integrated value proposition. Team Leadership and Management Lead and manage the Real Estate Client Development team across multiple offices and geographies, fostering a collaborative, high-performing, and service-oriented culture. Provide ongoing coaching, mentoring, professional development, and performance management for team members. Establish clear priorities, workflows, and accountability measures to ensure alignment with strategic objectives and efficient resource allocation. Drive consistency in client development practices, processes, and service delivery across the global REI team. Market Intelligence and Growth Strategy Monitor market trends, investment activity, competitive dynamics, and emerging opportunities across the real estate ecosystem. Leverage competitive intelligence, client insights, and industry data to identify growth opportunities and inform strategic decision-making. Maintain a strong understanding of key sectors including institutional real estate, operational real estate, data centers, hospitality, logistics, private credit, REITs, real estate private equity, and infrastructure-related investment strategies. Serve as a trusted resource to attorneys on market trends, client developments, and business development opportunities. Client Development and Relationship Expansion Drive the development and execution of strategic client plans, targeting efforts, and relationship expansion initiatives. Partner with attorneys to identify opportunities to deepen client relationships and increase cross-selling opportunities across practices and geographies. Support key client programs, client feedback initiatives, and relationship-building activities designed to strengthen client loyalty and drive revenue growth. Participate in industry meetings, conferences, and networking opportunities to strengthen market intelligence and industry relationships. Pitches, Positioning, and Thought Leadership Oversee the development of pitch materials, RFP responses, and client presentations that effectively communicate Goodwin’s differentiated position in the market. Collaborate with Communications, PR, and Marketing teams to elevate Goodwin’s visibility and strengthen the Real Estate Industry’s market narrative. Drive strategic thought leadership initiatives that position Goodwin as a leading advisor across the real estate investment lifecycle. Develop and maintain differentiated messaging and value propositions that reinforce Goodwin's leadership in the real estate industry. Operational Excellence and Cross-Functional Collaboration Collaborate with Marketing, Competitive Intelligence, Communications, Client Engagement, and other business teams to execute integrated growth initiatives. Drive adoption of best practices, technology solutions, and scalable processes that improve efficiency and enhance team effectiveness. Manage budgets and resource allocation for REI client development initiatives and ensure investments align with strategic growth priorities. Support lateral integration efforts and attorney development initiatives that accelerate relationship building and revenue generation. Who You are: 8+ 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 strongly preferred. Demonstrated involvement in and knowledge of the real estate industry, including participation in key industry associations, conferences, and networks, with the ability to leverage market insights and industry relationships to inform client development strategies and identify growth opportunities. Proven experience leading and developing high-performing, geographically dispersed teams within a complex, matrixed environment. Significant experience developing and executing strategic growth initiatives, client engagement programs, and market-facing business development efforts. Experience partnering with senior executives and business leaders to drive growth, strengthen client relationships, and advance strategic priorities. Experience building scalable processes, systems, and operating models that enhance team effectiveness and support growth objectives. Bachelor's degree required; advanced degree preferred. Deep knowledge of the institutional real estate industry, including investment management, private equity real estate, REITs, finance, joint ventures, hospitality, operational real estate, and emerging asset classes. Experience developing and executing strategic business development, client targeting, and growth initiatives. Excellent project management and organizational skills, with the ability to manage multiple priorities simultaneously. Exceptional written, verbal, and executive communication skills. Strong analytical and problem-solving capabilities. Experience leveraging CRM, experience databases, analytics tools, and business development technologies to drive strategic decision-making. LI-TD1 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: $140,000.00 - $205,000.00