Director, Referral Partner Experience

For nearly 20 years, TheKey has helped clients achieve successful long-term aging at home with comprehensive, concierge-based care. Ensuring the dignity, safety, and independence of its clients, TheKey is committed to changing how the world lives and ages at home. Employee-teams get the training, resources, and support they need to deliver an exceptional care experience for clients and their families. Founded in Silicon Valley, TheKey has grown from a single location to service coverage throughout North America enabling clients to live life on their own terms, in their own homes.

Key Responsibilities:

Sales Strategy & Enablement

• Design and own the full training lifecycle for Business Development—onboarding, ongoing education, and advanced consultative selling skills.
• Develop training content and programs grounded in proven sales methodologies tailored for long-cycle, relationship-based selling.
• Create sales enablement materials including talk tracks, objection handling tools, presentations, and partner-facing collateral.
• Partner with Sales Ops to integrate sales metrics into training programs for performance coaching and pipeline management.

Referral Partner Experience

• Map the full referral partner journey—from first interaction to long-term collaboration—and identify touchpoints where sales strategy, education, and messaging can deepen engagement.
• Collaborate with market leadership to build scalable strategies that reflect TheKey’s premium positioning and brand promise.
• Elevate the Business Development team’s ability to engage high-trust channels such as wealth advisors, fiduciaries, care managers, and estate planning attorneys.

Field Coaching & Leadership Support

• Conduct field coaching, joint visits, and team shadowing to ensure training translates to consistent field execution.
   
• Partner with Regional and Area Sales Leaders to assess team capabilities and address development gaps.
• Deliver workshops and sales summits that motivate and equip the team with advanced skills and tactics.

Cross-Functional Collaboration

• Align closely with Marketing to ensure sales messaging resonates with referral sources and reflects TheKey’s premium service standards.
• Partner with Intake, Client Services, and Clinical Operations to ensure the full client journey supports the promises made during the sales process.
• Act as the internal voice of the referral partner in product, service, and messaging discussions.

Qualifications:

• Bachelor’s Degree in Business, Marketing, Communications or a related field required; Master’s Degree preferred.
• 7+ years of experience in sales, business development, or sales enablement roles, ideally within home care, luxury services, or private pay healthcare.
• Proven track record designing and delivering high-impact sales training and coaching programs.
• Strong understanding of relationship-based selling and long sales cycles, especially with high-trust influencers (e.g., advisors, care professionals, senior living executives).
• Excellent communicator and facilitator with an ability to inspire and influence across levels.
• Proficient with CRM platforms, sales productivity tools, and Microsoft Office Suite.

Preferred Qualifications:

• Experience in the private pay home care, concierge health, or luxury service industry.
• Background in sales leadership or field sales with top-tier performance metrics.
• Familiarity with sales methodologies like Challenger, SPIN, Sandler, or MEDDIC.

Physical Requirements:

• Ability to travel up to 40% to conduct field training, team coaching, and referral partner engagement.
• Ability to lift and carry up to 15-20 pounds
• Ability to sit, stand and walk for prolonged period of time throughout the work day
• Ability to use standard office equipment such as personal computer, laptop, telephone, photocopy machine, etc.

The information contained here is not intended to be an all-inclusive list of the duties and responsibilities of the job, nor is it intended to be an all-inclusive list of the skills and abilities required to do the job. Reasonable accommodations may be made to assist qualified disabled persons to perform the essential functions of the job. Management may, at its discretion, assign or reassign duties and responsibilities to this job at any time. The job description does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of the job change.

Benefits for full time employees

• Medical/Dental/Vision Insurance
• TouchCare VirtualCare
• Life Insurance
• Health Savings Account
• Flexible Spending Account
• 401(k) Matching
• Employee Assistance Program
• PTO Plan for Non-Exempt Employees
• Flexible PTO Plan for Exempt Employees
• Holidays and Floating Holidays
• Pet Insurance
   

TheKey is an equal opportunity employer. TheKey prohibits discrimination and harassment of any type and affords equal employment opportunities to employees and applicants without regard to race, color, religion, sex, age, national origin, disability status, protected veteran status, or any other characteristic protected by law.

California Residents Only:

In accordance with Article 2 of the California Health and Safety Code - California Community Care Facilities Act, TheKey requires timely and accurate positive fingerprint identification of California based applicants as a condition of employment. If an applicant has been convicted of a non-exemptible crime, and in compliance with all applicable state and local laws, their conditional offer will be rescinded.

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