Director, Business Development
Elevate Aging. Drive Change. Own Your Impact. Aline is on a mission to transform the senior living industry. Our platform powers the complete resident lifecycle — from CRM and Marketing to Clinical Care, Billing, and Operations. We are in a phase of strategic acceleration, and we are looking for elite sales leaders who are ready to grow with us. As a Director of Business Development, you will own net-new logo acquisition across customer segments, with a focus in the Enterprise and Strategic space. You will carry a quota, execute a sales motion, and build trusted relationships that turn prospects into long-term partners. You will be part of a high-performance team where methodology, strategy, and coaching are the foundations of success. Responsibilities
- You will own the entire sales cycle with extreme ownership over your numbers — from first outreach to signed contract. Your primary focus is net-new logo acquisition. You will carry a defined quota and are expected to maintain a pipeline-to-quota ratio of 4:1 or greater.
◦ Lead with Insights: You don't just qualify leads — you uncover business triggers. You conduct deep discovery to establish credibility and determine strategic fit before ever presenting a solution. ◦ Build the Business Case: You quantify the financial impact of a prospect's current challenges and build a compelling case that ties our solution directly to their P&L. ◦ Orchestrate the Deal Strategy: You act as the pilot of the deal, partnering closely with Solutions Consultants to deliver tailored demonstrations where every meeting proves specific value — never a generic tour. ◦ Navigate Complex Organizations: You map the organization, engage executive decision-makers, champions, and end-users, and build consensus across the full buying committee. ◦ Drive the Timeline: You don't hope for a close date — you engineer it. You use shared project plans to align timelines with buyers and proactively navigate legal and procurement to maintain momentum. ◦ Manage Your Business: You commit to accuracy. You maintain a clean Salesforce pipeline with forecasts based on objective milestones, not optimism. ◦ Build and Maintain Pipeline: You prospect and engage senior living operators through outbound outreach, customer meetings, calls, events, and strategic follow-up to sustain consistent top-of-funnel activity. ◦ Represent Aline in the Market: You will travel to industry conferences, trade shows, and client sites as a face of the brand — building relationships and generating pipeline in the field. ◦ Cross-Functional Partnerships: Success in this role requires deep collaboration across the organization. You will establish close working relationships with: ▪ Customer Experience: Ensure seamless handoffs post-signature; stay close to customer health within your named accounts. ▪ Marketing: Leverage campaigns, events, and content to support pipeline generation; provide market feedback to inform go-to-market strategy. ▪ Solutions Consultants: Partner on discovery, demonstrations, and technical validation to ensure prospects experience tailored, value-driven engagements. Qualifications
- Experience: 5+ years of full-cycle B2B SaaS sales experience with a demonstrated track record of closing complex, multi-stakeholder enterprise deals. 2+ years of senior living industry experience is a strong plus.
- Quota Ownership: Proven track record of carrying and exceeding a defined sales quota. You understand what it means to own a number and do what it takes to hit
- Methodology DNA: Fluency in structured enterprise sales frameworks — MEDDPICC, Sandler, Challenger, or equivalent. You use these naturally to assess deal health and identify risk before it becomes a problem.
- Intellectual Curiosity: You ask 'why' until you understand the root cause. You are comfortable challenging a prospect's status quo to reveal the cost of inaction.
- Industry Fluency (Preferred): Experience selling into senior living, post-acute care, or healthcare