Market Leader - Los Angeles

About the role

The City Market Leader is a senior business development leader responsible for driving sustained growth in their assigned city and the broader region it serves.

This individual leads the development and execution of that office's business development strategy, with primary responsibility for expanding the firm's market presence, developing new client relationships, strengthening existing relationships, diversifying the office's client and market sector portfolio, and securing new work.

This role is less about chasing RFPs and more about creating a proactive business development culture in the local market. This is fundamentally an externally focused growth leadership role, not an internal office-management role.

Working closely with Office Directors, Market Leaders, Sector Leaders, and firm leadership, the City Market Leader identifies where the firm can compete most effectively, builds relationships with the clients and partners who influence future opportunities, and positions the firm well in advance of project pursuits.

The role requires a highly connected, externally focused leader who understands the development and business environment of their assigned city and can translate market intelligence, relationships, and firm capabilities into a strong and sustainable pipeline of opportunities.

Position demands a proven professional-services business development track record, established relationships within their local market, experience selling architecture/design or similarly complex services, executive presence, strategic account development, and demonstrated success converting relationships into revenue.

What You'd Be Doing: Market Growth and Business Development

• Set and lead the Culver City office's business development strategy, deciding which clients, market sectors, and relationships to prioritize and where to invest our time.
• Build and manage a strong pipeline of opportunities across multiple markets, getting in front of projects well before RFPs and advancing them from early conversations through contract award.
• Develop and deepen relationships with developers, owners, operators, brokers, public agencies, and community leaders, as well as the consultants and contractors who influence their decisions.
• Expand and diversify the office's client base and market sector presence to build a more resilient, sustainable portfolio of work.
• Stay ahead of the Los Angeles market, including development activity, emerging client needs, economic conditions, and competitor activity, and turn that insight into new opportunities.
• Lead priority pursuits from go/no-go decisions and win strategy through proposals, fees, and interviews. Build pursuit teams and help them show clients we heard them and why Cuningham is the right call.
• Partner with Office Directors, Market Leaders, and firm leadership to coordinate client relationships, align on priorities, and grow our local and regional market share.
• Represent Cuningham in the Los Angeles community through industry organizations, business and civic groups, conferences, speaking, and networking events.
• Contribute to annual office and market business plans, marketing priorities, and budgets, and keep pipeline, relationship, and pursuit data current in our CRM to support accurate forecasting.

Client and Team Leadership

• Serve as a project leader on select projects, guiding clients and teams from planning and programming through design and construction, and partnering with project managers on scope, schedule, and fee.
• Transition newly won work to project teams and help set them up for success, so commitments made during the pursuit are understood and carried into disciplined delivery.
• Act as a trusted advisor to clients, understanding their business goals and priorities and solving difficult problems with them, not just for them. Stay connected with key clients to build long-term partnerships and repeat work.
• Coach project leaders on client relationships, business development, and pursuit strategy, building a culture where everyone shares in winning work, so we all get better together.
• Partner with firm leadership to align market opportunities with talent, delivery capabilities, and long-term growth goals.

What We Look For: What We Look For

• 15+ years of experience in architecture, design, or a related professional services field, including time in a leadership role (manager or director level).
• A proven seller-doer track record: winning work and leading it through planning, design, and construction.
• Experience selling architecture, design, or similarly complex services across multiple market sectors, such as workplace, residential and mixed-use, hospitality, entertainment, education, or healthcare.
• Established relationships with developers, owners, operators, brokers, and public agencies in the Los Angeles region.
• A strong understanding of the Los Angeles development and business environment, including entitlements, funding, and the real-world constraints that shape what's feasible, fundable and buildable.
• Demonstrated success converting relationships into revenue and developing strategic accounts.
• Executive presence and clear, confident communication, with the ability to build trust with client executives and community leaders.
• Bachelor's or Master's degree in architecture, interior design, or a related field.
• Architect licensure strongly preferred.
• Proficiency with CRM tools (Deltek Vantagepoint preferred) and Microsoft Office; ability to travel throughout the Los Angeles region.

Additional Position Details

• Role Structure. Seller-doer leading business development across multiple markets for the Culver City office. Market Leader Level is set based on experience.
• Measuring Success. Pipeline growth, new clients, revenue, repeat business, pursuit conversion, diversification of the office portfolio, client satisfaction, and project financial performance.
• Geographic Focus. Los Angeles and the greater Los Angeles region, based in our Culver City office.
• Decision Authority. You'll help decide which sectors, clients, pursuits, sponsorships, and relationships receive investment.