Business Development - Northern California

Overview:

Business Development | Science + Technology, Education and Arts Markets

Location: Northern California

This role serves as a strategic partner to Principals within HGA's Science + Technology Market and supporting the firm's Education and Arts Markets. This role is responsible for advancing business development efforts across Northern California through pipeline growth, relationship strategy, market intelligence, and pursuit support. You will collaborate closely with business development professionals across HGA's national offices to leverage firmwide knowledge, resources, and opportunities.

This role will collaborate to strengthen and expand the firm's successful Science + Technology, Education, and Arts practices by identifying and cultivating high-value client opportunities, positioning HGA early in the decision-making process, and supporting strategic pursuits. This individual plays an integral role in helping teams focus on the right opportunities, build meaningful industry relationships, and maintain a strong market presence.

While this role is not responsible for independently selling or closing project opportunities, it is critical to the success of principal-led business development efforts. The ideal candidate will proactively support relationship-building, provide market and client insights, coordinate pursuit strategies, manage business development data, and contribute to winning outcomes through strategic thinking, disciplined execution, and effective collaboration.

In this role you will:

Pipeline Development & Client Strategy

• Partner with Principals, Market Leaders, and National Business Development leadership to develop, prioritize, and advance a qualified pipeline.
• Support client targeting and segmentation aligned with national and regional growth strategies.
• Assist with early-stage positioning and pre-positioning to ensure the firm is known and trusted before opportunities emerge.
• Identify risks, gaps, and opportunities within the pipeline and recommend proactive actions.
• Utilize proprietary tools and metrics to guide strategy.

Relationship Building & Market Engagement

• Support principal-led relationship development with key decision-makers at institutions within the University of California, California State University, and Community College systems as well as at private colleges.
• Build and maintain strong relationships with industry partners, consultants, and influencers to support positioning and opportunity awareness.
• Act as a connector—facilitating introductions, coordinating engagement, and ensuring continuity across teams and geographies.

Market Intelligence & Strategy

• Monitor and analyze market trends, including capital planning, regulatory and policy shifts, and competitive dynamics.
• Translate market intelligence into actionable insights that inform targeting, pursuit strategies, and go/no-go decisions.
• Share insights regularly with regional and national leadership to support proactive, data-informed decision-making.

Pursuit & Capture Support

• Support the full pursuit life cycle—from early positioning through interview preparation and post-interview debriefs.
• Collaborate with Principals, Subject Matter Experts, and Marketing to develop win strategies, positioning statements, and compelling narratives.
• Support interview preparation, coaching, and rehearsal to strengthen performance and outcomes.
• Ensure alignment with national messaging while tailoring approaches to specific clients and markets.

Market Visibility & Thought Leadership

• Coordinate Principals’ participation in conferences, client events, and industry forums in alignment with business development strategy.
• Encourage and support Principals and team members in thought leadership activities, including speaking engagements, panels, articles, and white papers.
• Help ensure market-facing activities reinforce the firm’s brand, expertise, and strategic priorities.

CRM, Tracking & Internal Coordination

• Maintain accurate and timely information in CRM systems, including client relationships, activities, opportunities, and pursuits.
• Track BD activity, pipeline health, and pursuit outcomes to support forecasting and reporting.
• Coordinate closely with Marketing, National Business Development leadership, and regional teams to ensure alignment and follow-through.
• Support internal BD and practice meetings, including documentation of action items and next steps.

You will need to have:

• 10-15 years of experience in business development, client engagement, or strategic marketing within the A/E/C industry (a Science + Technology focus is preferred).
• Demonstrated success in relationship-based business development and pursuit support, focusing on UC, CSU, Community College systems and private colleges.
• Strong strategic thinking, communication, and organizational skills.
• Comfortable partnering with senior leaders in a matrixed organization.
• Experience with CRM and pipeline management tools preferred.
• Ability to provide insight using data and metrics.
• Self-motivated, collaborative, and energized by helping teams grow and win work.

Location & Travel

• Home base is HGA’s San Francisco office; hybrid work environment.
• Travel required throughout the Northern California region.

Salary Information:

The pay ranges listed align to the geography of the following offices. Actual compensation will be based upon work experience, education, licensure requirements and/or skill level and will be finalized at the time of offer. Individuals in this role working more than 24 hours a week on a regular basis are eligible to participate in HGA’s robust benefit programs which include an annual bonus and success sharing bonus program, 401(k) guaranteed contribution, paid parental leave, medical, dental and life insurance plans as well as PTO and short- and long-term disability programs. Salary Range: $145,500 - $180,000 (San Francisco and San Jose, CA) depending on qualifications and experience.

Additional Information:

At HGA, you’ll do the best work of your career. We design with impact by diving deep into the people and passions that shape every place. Empathy fuels us, curiosity drives us, and meaningful work leads to innovation. We celebrate individuality, embrace flexibility, and thrive together in the office three days a week.

Join our nationally recognized, award-winning team of architects, engineers, and interior designers — help us shape what’s next.

Learn more about us here.