At FirstLight Home Care, we’re more than caregivers—we’re connectors. Our mission is simple yet powerful: helping people have their best day, every day. We connect families with the resources, support, and compassionate care they need, and we rely on dynamic team members to make that happen.
As a Director of Business Development, you’ll be the face of the business and the driving force behind our growth, building meaningful relationships with referral partners, healthcare providers, and community organizations. Your focus: increase market awareness, generate quality referrals, and ultimately help more families receive exceptional care.
Our services change lives. The connections you make directly impact the number of clients we serve and the quality of life they enjoy. You’ll combine your sales expertise with our mission of compassionate care—so every handshake, call, and meeting moves us closer to helping someone live their best day, every day.
Why You’ll Love Joining the FirstLight Family
- Leadership Opportunity: You're our founding sales hire. You'll own the territory from day one, build the sales playbook, and have a clear path to leading the team as we grow.
- Sales-Driven Culture: Sales drives this business, so the whole operation is built to back your success. Your wins get seen, celebrated, and rewarded — never taken for granted.
- Strong Support System: You won't be doing this alone. You'll have my direct backing as an involved owner, professional sales coaching I'll fund, and the resources of a national franchise network, including established FirstLight offices across LA you can lean on for best practices and local know-how.
- Professional Growth: Deepen your home-care, local-market, and sales expertise, all while doing work that matters, as every client you bring on is someone in your community who gets to stay safe and independent at home.
- Uncapped Earning On Every Win: You earn commission on all new clients in your territory for as long as they stay with us. No ceiling, the more the business grows, the more you make. The office team also earns commission, so everyone is aligned to win as a team.
What You’ll Do
This is a field-first role in the area of West Hollywood and surrounding zip codes. You'll spend the vast majority of your week out in the community, meeting referral sources face to face and completing client in-home visits rather than working behind a desk.
- Grow your territory's revenue: You own the revenue growth for West Hollywood and the surrounding communities (Century City, Beverly Hills, Miracle Mile). You’ll build a sales plan to take the territory from launch to a healthy, growing book of business.
- Build your referral network in person: You'll be in the field every day, hitting 30 to 40 in-person touchpoints a week with referral sources like hospitals, senior living, home health, hospice, and care managers.
- Own the full journey from referral to client: When a referral source sends an opportunity your way, it's yours to run: reach out to the prospective client, follow up persistently when it isn't an immediate yes, close the client, and handle a clean in-home intake. From there, you hand off to your client care coordinator with everything set up for a strong start and lasting client success.
- Become the go-to home-care resource in your community: Be a regular, visible presence at referral partners' offices, presentations, and local events, until you're the first name people think of when someone needs home care. You'll nurture those relationships until you have a core group of partners referring consistently, month after month.
Why You’ll Be a Great Fit
This role requires at least 3 years of outside, field-based sales experience, and you must be comfortable selling a private-pay service directly to families, not just working insurance-based referrals. Having existing relationships with home care referral networks is highly preferred. If you're coming from an adjacent field, we still want to hear from you if you're passionate about home care, and personal caregiving experience is a strong plus. Regardless of experience, the ideal candidate has the following traits:
- Relationship Builder: You build authentic, trust-based relationships quickly with the people who drive referrals: discharge planners, social workers, care managers, and wellness directors. Your interactions are warm and intentional. You're a true extrovert who's energized, not drained, by working the field and nurturing the same relationships across many touchpoints.
- Disciplined: You work the territory with strategy, not spray-and-pray. You plan your days around a deliberate visit schedule, prioritize your highest-value accounts, and log every contact and next step in the CRM, so your pipeline stays current and follow-ups never slip.
- Resilient: You have a high tolerance for rejection and treat a "no" or "not right now" as part of the process, not a reason to ease off. You bring a hustle mentality, own your results, and flex your hours around when referral sources are available. You stay consistent through the slower early stretch of building a brand-new territory.
- Solution-Oriented Seller: You lead with listening, not pitching. Rather than wearing referral sources down with repeat drop-ins, you ask open-ended questions, observe what matters to them, and uncover the real needs behind their referrals. Then you position FirstLight as the tailored solution, becoming a trusted resource people want to send business to rather than another vendor to screen out. You take the same approach to close the client during in-home visits.
- Growth-Minded: You actively seek out and apply feedback, treating ride-alongs, coaching, and one-on-ones as chances to sharpen rather than criticism to defend. You're always refining your process and hungry to deepen your home-care expertise. You see this as a career to grow in, not just a job.
Compensation & Benefits
- Base Salary: $60k-$80k (dependent on experience)
- Uncapped Commission paid monthly per new client in your territory for as long as client uses our services
- Performance Bonus
- Total On Target Earnings: $120k in year 1
- Total On Target Earnings should exceed $180k in year 3 assuming sales targets are met
- Mileage Reimbursement
- Paid Time Off
- Sick Time Off
- 401k
- Health benefit: monthly employer-funded reimbursement toward an individual health insurance plan of your choice
Pay: $100,000.00 - $120,000.00 per year
Benefits:
People with a criminal record are encouraged to apply
Application Question(s):
- Do you have a valid driver's license and reliable vehicle for daily field travel?
- This is a field-first role requiring daily in-person visits across the West Hollywood area (including Beverly Hills, Century City, Miracle Mile). Can you reliably commute to and work in this area on a daily basis?
- Do you have any personal or professional caregiving experience? Please explain.
- Do you have existing relationships with home care referral sources such as discharge planners, social workers, care managers, or senior living staff? Please explain.
- How many years of outside, field-based sales experience do you have? Please provide a brief overview of your relevant experience.
- Do you have previous experience selling a private pay service to consumers? Please provide a brief overview of your relevant experience.
Work Location: In person
