Growth Leader - Richmond & Hampton Roads

CapCenter exists to help clients achieve all their homeownership goals. By bringing mortgage, realty, and insurance services together in one place, we deliver first-in-class service and one-of-a-kind financial benefits—most notably our Zero Closing Cost mortgage.

Founded in Richmond, Virginia in 1997, our mission is to protect clients through life’s most important financial decisions and make the homeownership experience simpler, faster, and more affordable by eliminating unnecessary fees, reducing friction, and aligning every service around the client’s best outcomes. Our growth has been fueled by thousands of satisfied, repeat clients and a strong reputation built on trust, transparency, and word-of-mouth referrals.

The Opportunity

As CapCenter expands its presence across Richmond and Hampton Roads, we are seeking a proven growth leader and relationship builder to accelerate that expansion. This role is ideal for a business development professional who thrives on building partnerships, creating influence in the market, and generating high-quality mortgage and real estate opportunities for CapCenter’s industry-leading homeownership services.

This role is ideal for a former mortgage banker or lending professional with a deep understanding of the mortgage process, strong local market relationships, and a passion for connecting people and organizations through value-driven partnerships.

Key Responsibilities

Business Development:

• Build, manage, and grow regional partnerships that generate consistent, high-quality mortgage and real estate clients
• Develop deep B2B relationships with real estate agents, brokers, builders, and other local influencers across Richmond and Hampton Roads
• Manage and expand employer benefit programs for private-sector employers (B2B2C) and public-sector agencies and government organizations (B2G).
• Represent CapCenter at industry events, community functions, and networking meetings
• Conduct workshops, lunch & learns, and educational sessions to promote homeownership programs and financing, realty and insurance offerings
• Create and execute a structured partnership and territory growth plan with measurable goals

Lead Qualification & Early-Stage Client Management:

• Personally qualify and nurture self-initiated leads generated through partnership programs
• Act as the primary point of contact during early discovery, education, and needs assessment
• Issue, manage, and maintain mortgage pre-approvals, ensuring accuracy, compliance, and strong client readiness
• Set clear expectations and prepare clients for handoff to licensed loan consultants (LCs) and real estate professionals
• Transition qualified clients to LCs and realtors for:
  •  Binding mortgage commitments
  •  Rate lock decisions
  • Purchase contracts and real estate representation
• Maintain accountability for lead quality, client preparedness, and smooth handoffs that protect the partner and client experience
• Track activity, pipeline performance, and ROI on partnerships in CRM, adjusting strategy to maximize impact

What Success Looks Like

• Strong, durable referral relationships built on trust and consistent value
• A growing pipeline of high-intent homebuyers and sellers
• Increased brand presence and credibility in Richmond and Hampton Roads
• Partners who actively advocate for CapCenter as their preferred homeownership advisor

Who You Are

• A natural relationship builder with a track record of driving growth through partnerships or business development
• Highly competitive, goal-driven, and motivated by winning—for the client and the team
• Comfortable operating independently while collaborating cross-functionally
• Confident communicator who can influence without pressure
• Organized, disciplined, and data-aware in managing pipelines and activity
• Client-first in mindset, always focused on long-term trust over short-term wins

Skills & Qualifications

• 10 years of experience in business development, partnerships, sales, or relationship management
• Experience in mortgage, real estate, financial services, or a related industry strongly preferred
• Demonstrated success building referral networks or strategic partnerships
• Strong local market knowledge of Richmond and/or Hampton Roads
• Proven track record of success in relationship-based sales and partnership development.
• Deep understanding of the home lending and real estate process from application through close.
• Self-starter with ability to work independently and manage local market initiatives.
• Knowledge of HubSpot CRM for Sales preferred.
• Possess or ability to obtain NMLS license.
• Ability and willingness for periodic travel from Central Virginia to Hampton Roads

We offer a competitive compensation package to include base salary, medical, dental and life insurance benefits, 401K, and paid vacation. We do not discriminate against applicants/employees on any protected basis and are an Equal Opportunity Employer: Veteran/Disability.