Principal Account Executive - Home Care

About the Role

A Place for Mom (APFM) is seeking a strategic, results-driven Principal Account Executive, Home Care to drive growth within the home care segment by developing and expanding partnerships with large home care franchise systems, multi-location operators, and corporate organizations that own or manage multiple home care agencies. In this enterprise sales “hunter” role, the Account Executive builds the APFM value story to win the corporate order top-down. This role is responsible for engaging executive-level stakeholders to secure corporate partnerships and large-scale orders while increasing agency participation, referral volume, and network capacity across affiliated locations.

The Principal Account Executive will take a consultative, enterprise-focused approach to selling, navigating complex organizational structures, and influencing stakeholders across corporate leadership, franchise business coaches, and individual franchise agencies. Success in this role is defined by establishing APFM’s value with strategic franchise accounts and landing corporate orders, which in turn grow APFM’s network capacity, participating agency penetration, and referral volume. To support the corporate sale, this individual will also work closely with Home Care Acquisition Managers (HCAMs), who drive grassroots adoption and agency-level sales, and Customer Success Managers (CSMs), who lead agency-level onboarding, enablement, and retention, to accelerate selling velocity, align corporate and local strategies, and expand APFM’s penetration across franchise and corporate networks.

The ideal candidate is a proven enterprise seller who combines a demonstrated history of consultative sales success with strong executive presence, analytical rigor, and the ability to lead cross-functional teams toward shared commercial objectives.

Responsibilities

• Own the full enterprise sales cycle with franchise organizations and other multi-location operators, from prospecting and securing executive access through negotiation and close, to land corporate orders that bring locations into APFM’s network at scale.

• Build a compelling, tailored APFM value story for each strategic account, grounded in its business model, growth priorities, and location-level performance data, that makes the case for a corporate-level commitment.

• Develop and execute strategic enterprise account plans for home care franchise systems, large corporate operators, and organizations with multiple home care agencies to win corporate orders, drive revenue growth, and achieve corporate sales objectives.

• Build relationships with C-suite executives, corporate leadership, franchise business coaches, and other senior decision-makers to establish APFM as a strategic partner and secure large-scale corporate orders.

• Identify opportunities to expand existing relationships, recognizing that some agencies may already participate in APFM’s programs through independently established agency relationships, and translate that existing engagement into corporate orders.

• Drive enterprise-wide adoption and increase the penetration of APFM’s programs across eligible franchise locations, affiliated agencies, and corporate-owned networks.

• Grow referral volume and network capacity by developing strategies that increase the number of participating agencies and expand engagement within existing accounts.

• Partner closely with HCAMs to accelerate agency-level selling, align grassroots sales efforts with corporate priorities, and increase the velocity of local adoption and program utilization, building the location-level momentum that helps win each corporate order.

• Guide Customer Success Managers (CSMs) on agency-level enablement, including the HCAM-to-CSM handoff at go-live, so local execution reflects each corporate partner’s priorities, and use the adoption results and upsell triggers CSMs surface as proof points to win and expand corporate orders.

• Develop executive-level presentations and business reviews that communicate APFM program performance, highlight growth opportunities, and establish clear plans for expanding participation and referral volume.

• Monitor strategic account performance, agency participation, network capacity, referral trends, and sales pipeline progression to assess progress against growth objectives and adjust strategies accordingly.

• Establish measurable account-level goals and hold cross-functional partners, including HCAMs and CSMs, accountable for execution, ensuring that corporate agreements translate into agency participation, sustained retention, and incremental business.

• Maintain accurate account plans, forecasts, pipeline reporting, and performance metrics within APFM’s CRM and reporting systems.

• Represent APFM in executive meetings, industry events, and strategic partnership discussions to strengthen relationships and identify new opportunities for growth.

Skills and Qualifications

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field required.

• Minimum of 7 years of B2B sales experience, with a proven track record of achieving and exceeding revenue targets.

• Demonstrated success in consultative selling, closing enterprise deals, strategic business development, and navigating complex sales cycles.

• Experience selling through franchise or multi-location/channel structures, winning corporate-level commitments that drive adoption across individually owned locations.

• Strong executive presence, with the ability to build credibility and influence senior executives, corporate decision-makers, franchise leadership, and other key stakeholders.

• Experience managing cross-functional teams, including sales and customer success partners, and driving results through influence and collaboration without direct authority.

• Proven ability to turn data into clear, compelling insights that uncover growth opportunities, influence decisions, and build the case for investment.

• Strong analytical, financial, negotiation, presentation, and relationship-management skills.

• Experience in home care, senior care, or a related healthcare services industry preferred.

• Highly organized and self-directed, with the ability to manage multiple strategic accounts, prioritize opportunities, and execute against ambitious growth objectives.

• Willingness to travel as needed to support executive engagement, strategic account development, and field execution. Estimated 25% travel.

Compensation

Base Salary: $122,500

Bonus: $82,075

Benefits:

• 401(k) plus match

• Dental insurance

• Health insurance

• Vision Insurance

• Paid Time Off

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About A Place for Mom

A Place for Mom is the leading platform guiding families through every stage of the aging journey. Together, we simplify the senior care search with free, personalized support — connecting caregivers and their loved ones to vetted providers from our network of 15,000+ senior living communities and home care agencies.

Since 2000, our teams have helped millions of families find care that fits their needs. Behind every referral and resource is a shared goal: to help families focus on what matters most — their love for each other.

We’re proud to be a mission-driven company where every role contributes to improving lives. Caring isn’t just a core value — it’s who we are. Whether you’re supporting families directly or driving innovation behind the scenes, your work at A Place for Mom makes a real difference.

Our employees live the company values every day:

• Mission Over Me: We find purpose in helping caregivers and their senior loved ones while approaching our work with empathy.

• Do Hard Things: We are energized by solving challenging problems and see it as an opportunity to grow.

• Drive Outcomes as a Team: We each own the outcome but can only achieve it as a team.

• Win The Right Way: We see organizational integrity as the foundation for how we operate.

• Embrace Change: We innovate and constantly evolve.

Additional Information:

A Place for Mom has recently become aware of the fraudulent use of our name on job postings and via recruiting emails that are illegitimate and not in any way associated with us. APFM will never ask you to provide sensitive personal information as part of the recruiting process, such as your social security number; send you any unsolicited job offers or employment contracts; require any fees, payments, or access to financial accounts; and/or extend an offer without conducting an interview.

If you suspect you are being scammed or have been scammed online, you may report the crime to the Federal Bureau of Investigation and obtain more information regarding online scams at the Federal Trade Commission.

All your information will be kept confidential according to EEO guidelines.

A Place for Mom uses E-Verify to confirm the employment eligibility of all newly hired employees. To learn more about E-Verify, including your rights and responsibilities, please visit www.dhs.gov/E-Verify.