Institute on Aging
Home Care Sales, Business to Business (B2B)
1660 S Amphlett Blvd, San Mateo, CA 94402-2507
Full-time · $95k–$125k (as posted)
First seen by offpeak October 4, 2026
See your drive time Apply on Institute on Aging's site
IOA is on the forefront of revolutionary healthcare models, reshaping the way people can age in place. Our innovative models transform lives, enhance communities, and save healthcare systems millions of dollars. Rather than focusing on archaic outdated design, we strive to consistently question the “status-quo” and create new and more innovative ways to help aging adults and adults with disabilities maintain their quality of life.
With over 23 programs, we offer multiple ways to aid seniors maintain their health, well-being, independence and participation in the community, fulfilling our mission.
The Home Care Sales, B2B role is responsible for driving referral growth and client enrollment for IOA’s Support at Home program through strategic community and professional partnerships.This is a highly relationship-driven, consultative sales role focused on building and managing a strong referral network across healthcare providers, housing communities, fiduciaries, and community organizations.
The position partners closely with internal teams including Marketing, Connect (IOA’s call center), and Operations to ensure a seamless client journey from referral to enrollment.
Referral Growth & Business Development
- Develop and execute a territory-based outreach plan to generate qualified referrals and drive growth in caregiving hours
- Build and maintain relationships with referral sources including healthcare providers, senior living communities, social workers, and fiduciaries
- Conduct regular in-person and virtual meetings to position IOA as a preferred home care provider
- Consistently manage outreach activities, follow-ups, and pipeline progression
Consultative Sales & Client Conversion
- Apply a needs-based, consultative sales approach to understand client and referral partner needs
- Support prospective clients and families through the intake and enrollment process
- Conduct client assessments as needed, building trust and addressing complex care needs
- Partner with Intake and Operations teams to ensure timely conversion from referral to service start
Account Management & Relationship Building
- Serve as a trusted partner to referral sources, ensuring high satisfaction and ongoing engagement
- Conduct regular follow-ups and relationship check-ins
- Gather market feedback and share insights with internal stakeholders
- Maintain a strong network of community resources to support clients
Cross-Selling & Program Awareness
- Educate referral partners on IOA’s broader portfolio of services, including Compania (dementia care) and other programs
- Identify opportunities to connect clients with additional IOA services when appropriate
- Collaborate with program teams to ensure seamless coordination of services
Sales Operations & Performance Tracking
- Maintain accurate and timely data in CRM (HubSpot) and EHR systems (WellSky)
- Track outreach, referrals, conversions, and enrollment metrics
- Participate in pipeline reviews and sales meetings to drive accountability and performance
- Use data insights to adjust outreach strategies and improve results
Marketing & Community Engagement
- Represent IOA at community events, networking opportunities, and industry forums
- Partner with Marketing on campaigns, events, and local initiatives
- Support brand awareness through presentations and community engagement
Qualifications & Skills
Education & Experience
- Bachelor’s degree preferred (Business, Marketing, Healthcare, Communications, or related field) or equivalent experience
- 3–7+ years of experience in B2B sales, business development, or healthcare marketing
- Experience in home care, senior services, healthcare, or related industries preferred
- Proven ability to build referral relationships and meet or exceed sales targets
Sales & Relationship Skills
- Strong consultative (needs-based) selling skills
- Excellent relationship-building and networking capabilities
- Ability to manage a territory and pipeline independently
- Results-oriented with a strong sense of ownership and accountability
Communication & Collaboration
- Strong verbal, written, and presentation skills
- Ability to engage effectively with both professionals and families
- Collaborative mindset with cross-functional teams
Technical & Organizational Skills
- Experience with CRM systems (HubSpot preferred) and Microsoft Office tools
- Strong organizational and time management skills
- Ability to manage multiple priorities in a fast-paced environment
Compensation & Incentives
- Base Salary Midpoint: -$95,000 to $125,000 annually
- Incentives: Uncapped commission tied to referral generation, enrollments, and caregiver hours/revenue
- Benefits: Comprehensive benefits package including health, retirement, and paid time off