Territory Business Development Manager

Honor Technology’s mission is to change the way society cares for older adults. As a leader in aging care innovation, Honor provides the technology, tools, and services that empower older adults to live life on their own terms. Honor’s growing portfolio includes its consumer care brand, Home Instead, Inc., the world’s leading provider of in-home care for older adults. With a global franchise network and more than 100,000 Care Pros, Home Instead delivers over 50 million hours of personalized care annually.

Together, Honor and Home Instead are setting a new standard for aging in place, backed by powerful technology, compassionate care, and a commitment to aging on your own terms.

Join us to create a new and better aging experience for our clients, their families, and our Care Professionals.

About the Role:

As a Territory Business Development Manage r for Honor in our Northern California market, you are the single-threaded owner of referral demand generation within your territory. This is an individual contributor (IC) role with full ownership of a defined referral portfolio.

You build and grow durable, trust-based partnerships with healthcare and community referral sources that drive consistent, repeat client volume over time. Acting as a consultative partner, you help referrers understand Home Instead’s value proposition, align it to their mission, and simplify the process of referring clients.

Success requires the ability to mobilize referral partners, create urgency, and sustain momentum across complex healthcare environments.

While primarily accountable for referral demand generation, this role extends beyond traditional referral sales. Supporting in-home consultations, care starts, and occasional after-hours needs is an intentional part of strengthening referral relationships and building credibility with partners and families. Success requires flexibility, sound judgment, and resilience.

You’ll be part of a mission-driven team in a high-demand sector, with unlimited earning potential through uncapped commissions in a meritocratic culture that rewards performance.

This role requires ~75% travel in the field across our market that extends from San Mateo to Santa Clara over to Santa Cruz. Compensation includes base salary plus uncapped commission, with an expected OTE of $110,000.

Role Responsibilities:

Core Referral Ownership & Execution
Field-Based, Relationship-Driven Selling
Long-Term Relationship Management

Key Results:

Referral Demand Growth
Referral Quality & Conversion
Referrals that consistently convert to scheduled care consultations and Starts of Care
Effective partnership with intake and care teams to reduce referral friction and drop-off
Execution Discipline & Reliability
Consistent follow-through on commitments made to referral partners
Demonstrated reliability, responsiveness, and loop closure across the portfolio
Accurate and timely documentation of referral activity and insights in Salesforce
Territory Judgment & Focus
Clear evidence of prioritization, with time and effort concentrated on relationships that compound value
Measurable impact driven by focus and tradeoff-making, not equal coverage

We’re looking for you to bring:

Experience in outside, field-based sales, specifically selling a service
Experience in a quota-carrying role
Experience in home care, healthcare, or a senior-related industry
Strong verbal and written communication skills
Demonstrated ability to use data to evaluate personal performance, identify gaps, and adapt outreach strategy to drive results.
Comfort spending most time in the community and driving action-oriented conversations
Comfort using required systems and tools (Salesforce, calendars, documents, Slack, etc.)
Experience working in or knowledge of the Northern California market
Nice to Have B2B experience developing referral relationships in healthcare or home careB2C experience conducting in-home or consultative sales conversationsExisting network in home care, hospice, senior living, or social work
B2B experience developing referral relationships in healthcare or home care
B2C experience conducting in-home or consultative sales conversations
Existing network in home care, hospice, senior living, or social work

Leadership Principles:

Honor’s Leadership Principles are the foundation of translating our mission into action. These principles define how we show up and make decisions, and how we hire, develop and grow talent. While Honor has 13 leadership principles, the following are particularly relevant to this role:

Always Push: Leaders set a high bar for themselves and others. They know that mediocrity isn't an option; they set ambitious goals, always strive for better, and commit to delivering top-notch service and outcomes.
Identify Problems: Leaders have a keen sense that an identifiable problem is present. They identify it, determine the root cause and propose a solution. Leaders ensure solutions are implemented and partner as necessary.
GSD: Leaders make tangible progress, delivering quality and timely results. When looking at their accomplishments over the course of a month, it's staggering what they have accomplished and how much they have moved the organization forward.
Build Trust: Leaders are forthright and ethical. They openly seek the truth and the best path forward, communicating openly, honestly and respectfully. They willingly receive and give feedback. Leaders are not dogmatic - they welcome different perspectives, experiences and identities.

#LI-AN1

At Honor, we put people first. Our leadership culture is guided by Leadership Principles that prioritize integrity, compassion, and excellence. We offer a unique opportunity to lead with purpose and make a meaningful impact no matter your role.

Honor is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), national origin, age, disability, genetic information, political affiliation or belief.

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