Business Development Executive – Direct-to-Family Sales

Business Development Executive – Direct-to-Family Sales

This is a fully remote position; however, candidates MUST be located in one of the following regions: Dallas, Houston, San Antonio or Austin (TX); Nashville (TN); or Raleigh/Durham (NC).

About Us

We are a premier, nationwide Medicaid planning and application support service with a strategic focus on expanding our footprint in Texas, Tennessee, and North Carolina. Our mission is to protect families from the devastating financial impact of long-term care costs by helping them navigate the complex Medicaid application process quickly and successfully.

We work exclusively on behalf of applicants and their families — not facilities. When a family comes to us facing a Medicaid crisis, we take on the bureaucratic, legal, and logistical burden of securing benefits so they can focus on their loved one's care. Healthcare facilities — nursing homes, SNFs, hospitals, and rehab centers — are valued referral partners who connect us with the families who need us most.

The Opportunity

We are seeking a high-performing Business Development Executive to drive direct client acquisition across the Texas, Tennessee, and North Carolina markets. This role has two equally important dimensions: building a robust referral network with healthcare facilities and social service professionals, and converting those referrals into enrolled clients by guiding families through an emotionally and financially complex decision.

The families you will serve are often in crisis — a loved one has just been admitted to a nursing home, Medicaid has been denied, or they are watching their savings disappear. You will be the person who shows them there is a solution.

The Value Proposition You Will Sell

You will be responsible for helping families understand what we do and why they need us:

Financial Protection:
We specialize in the crisis Medicaid cases that most families believe are hopeless — and we win them. Our proprietary planning strategies can protect family assets while securing Medicaid eligibility, preserving inheritances families assumed were gone.

Expert Navigation:
Medicaid long-term care is complex, document-intensive, and slow. We handle every step of the application so the family doesn't have to. We resolve denials, RFIs, and appeals that families cannot navigate on their own, dramatically increasing approval rates and reducing waiting times.

Peace of Mind:
Families no longer must spend hours on hold with state agencies or track down financial records from the past. We take that off their plate entirely. We act as the family's advocate, not the facility's — giving families confidence that someone is fighting for their interests.

Referral Partner Value (For Facilities & Social Workers):
Referral partners send us families with complex Medicaid situations. We resolve them quickly, reducing the facility's uncompensated care days and making their discharge planning smoother. We make referral partners look good to the families they serve by connecting them with a trusted expert resource.

Key Responsibilities

Referral Network Development

• Build and maintain a high-value referral network across your assigned territory, including Skilled Nursing Facilities (SNFs), Assisted Living Facilities, Hospitals, Rehab Centers, Elder Law Attorneys, and Social Services Directors.
• Position our firm as the go-to Medicaid planning resource that referral partners recommend with confidence when a family needs help.
• Attend state healthcare association events, senior care conferences, and elder law networking events to build visibility and relationships.
• Establish communication workflows with Social Workers, Discharge Planners, and Business Office Managers to ensure warm, timely referrals.
• Leverage proximity to your assigned metro market while managing your territory remotely.

Family Consultation & Client Acquisition

• Conduct discovery calls with prospective client families to understand their Medicaid situation, timeline, and financial picture.
• Present our services with empathy and clarity, helping families understand the value of professional Medicaid planning and why acting quickly matters.
• Guide families through the enrollment decision, addressing objections about cost, complexity, and eligibility with confidence and expertise.
• Convert referrals into enrolled clients by building trust quickly with families who are often frightened and overwhelmed.
• Manage a pipeline of active prospects and follow up consistently without being pushy.

Client Relationship & Referral Partner Management

• Onboard new clients and set expectations for the application process, timeline, and communication cadence.
• Maintain touchpoints with referral partners to ensure ongoing referral flow and address any service concerns promptly.
• Track referral source performance and deepen relationships with the highest-volume partners.
• Gather testimonials and case outcomes to support marketing and referral conversations.

Qualifications & Requirements

Experience:

• 5+ years of sales experience, with a strong preference for B2C, consultative, or high-empathy sales environments (senior care, financial services, elder law, healthcare, home care, hospice, insurance).
• Experience selling directly to families or individuals navigating healthcare, financial, or legal decisions is highly valued.
• Prior experience building referral networks with healthcare providers, social workers, or discharge planners is a significant advantage.

Local Knowledge:

• Must reside in Dallas, Houston, or Austin (TX); Nashville (TN); or Raleigh/Durham (NC).
• Deep understanding of your local healthcare and senior care landscape is strongly preferred.
• Familiarity with state Medicaid programs, HHSC processes, or long-term care funding is a plus but not required.

Empathy: The ability to connect with families in crisis, earn their trust quickly, and guide them to a confident decision without pressure.

Hunter Mentality: A self-starter who proactively builds pipeline, follows up relentlessly, and thrives in a remote, autonomous environment.

Communication: Clear, warm, and persuasive across phone, video, and in-person settings. You can explain complex topics in plain language.

Organization: Ability to manage a multi-stage pipeline across referral development and active client prospects simultaneously.

Resilience: Comfortable working with families facing emotionally difficult circumstances without burning out.

Why Join Us?

Impact: Every client you enroll is a family you helped keep financially whole during one of the hardest moments of their lives.

Growth: You will be spearheading our market expansion in a massive, underserved space.

Autonomy: Remote-first culture that values results, not micromanagement.

Compensation: $75,000 base salary + performance-based commission. On-target earnings of $115,000–$120,000 at quota.

We are an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.