Director of Business Development and Marketing

Job Description

Job Description

The Mission

At Sage Eldercare Solutions, we don't just provide care—we have set the standard for quality of life for older adults and their families since we began in 2001.

We are seeking a Director of Business Development & Marketing to serve as the architect and teacher of how Sage becomes indispensable to referral partners. This leader will scale our growth engine grounded in trust, expertise, and meaningful impact.

This is not a traditional sales or marketing role. It is a relationship-driven, system-oriented leadership position where growth is generated through non-compensated, non-contractual referral relationships built on trust and value creation :

• Earn trust with high-net-worth families and their professional advisors by delivering meaningful value—solving problems for their clients and becoming a relied-upon resource, not through formal referral agreements or compensation .
• Build a disciplined system for cultivating a predictable portfolio of Referral Sources.
• Leverage Marketing as a strategic support function to amplify brand authority and relationship depth.
• Teach others how to deliver value and grow professional partnerships over time.

Reporting to the Managing Partner, you will lead the Business Development and Marketing functions, managing a team of Business Development Managers (BDMs), a Marketing Lead, and eventual Intake Lead.

You will be responsible for building a predictable, referral-driven revenue system—one that transforms individual professional relationships into a scalable, high-performing portfolio of trusted advisors.

• Top-of-Mind Status: Sage is the "first-call" resource for a group of Bay Area's most respected professionals (physicians, fiduciaries, attorneys, and wealth advisors) and we seek to actively and progressively expand that group of referrers.
• Value creation: Referral sources proactively introduce Sage because of the tangible value we provide to their clients: guidance, problem solving, and trusted solutions, not because of formal partnerships or incentives.
• Predictable Growth: Referral relationships consistently generate high-quality inquiries and sustained service hours.

• System Health: The BD and Marketing teams operate with clarity, discipline, and data-driven confidence, hitting annual targets through a repeatable "value creation" system.

• Own the Referral Portfolio System: Establish and refine standards for qualifying, classifying (High/Medium/Low), and managing Referral Sources across the team.
• Drive Predictable Revenue: Oversee a portfolio of Qualified Referral Sources that generates consistent, forecastable client inquiries aligned with company growth targets.
• Forecasting & Capacity Planning: Translate portfolio dynamics into forward-looking forecasts for inquiry volume, conversion rates, and service hours.
• Model the Behavior: Personally maintain an active portfolio of high-priority relationships, demonstrating successful qualification, activation, and value delivery.

• Strategic Brand Stewardship: Execute marketing initiatives (events, content, outreach) that reinforce Sage's premium positioning and deepen visibility with high-priority Referral Sources.
• BD Integration: Leverage clinical expertise and storytelling to create "relationship hooks"—such as webinars and educational content—that demonstrate client impact and expertise.

• Lead & Coach: Mentor BDMs toward "trusted advisor" status and lead hiring/onboarding for the Marketing and Intake functions.
• CRM & Tech: Enforce CRM discipline and leverage AI to optimize referral workflows and data-driven insights.
• Bridge BD & Ops: Ensure growth is sustainable and closely aligned with staffing and service delivery priorities.

• Referral Source Growth & Quality: Building and maintaining a strong foundation of named accounts with clear trigger events and financial viability.
• Referral Activation Rate: Validating that qualification is accurate by ensuring relationships move from "potential" to active, predictable referral behavior.
• Qualified Inquiry (QI) Volume: Driving a consistent flow of demand directly sourced from the referral portfolio
• Conversion & Business Impact: Ensuring that referrals are high-quality, translating into converted clients and sustained service hours that meet or exceed planned hours
• Team Learning Velocity: Increasing the team's collective effectiveness by improving qualification accuracy, referral activation rates and portfolio discipline over time.

You are a trusted advisor and a builder. You bring:

• 10+ years of experience in relationship-driven business development Where business was generated through discretionary referrals (not paid or contractual) earned by delivering value to professional partners and their clients.
• Proven success building repeatable systems that result in measurable revenue growth.
• The ability to engage sophisticated professionals with credibility, empathy, and clarity.
• Experience leading and coaching others to achieve high performance while maintaining a "people-first" culture.

• Salary: Base pay of $180,000 – $210,000 (commensurate with experience) plus variable pay of $30,000 – $50,000+ (based on performance)
• Benefits: Comprehensive health, dental, and vision; 401(k) with match; professional development support.

Market Reach: You will lead growth efforts across a five-county territory including San Francisco, San Mateo, Santa Clara, Alameda, and Marin. To effectively scale our "value-first" referral model, this role anticipates spending 75% of the time in the field engaging with professional partners and converting inquiries into Sage clients. The balance of your time will be spent working remotely or from our Burlingame office for strategic alignment

Strategic flexibility is a core component of this role. You will have the autonomy to design your own schedule based on the needs of the Bay Area referral market, with occasional travel to our Burlingame office for key meetings and team alignment.