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. ▪ Product: Serve as the voice of the customer and market; collaborate on roadmap prioritization, beta opportunities, and feedback loops that shape product direction. ▪ Revenue Operations: Align on forecasting cadences, pipeline hygiene, territory design, and the tools and processes that drive sales efficiency and predictability. ▪ Executive Leadership: Maintain transparency on pipeline health, strategic deals, and market dynamics; engage leadership to remove blockers, support key pursuits, and align on growth priorities. 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 technology gives you an immediate advantage — but elite enterprise sellers who can learn the industry quickly are equally welcome.

Process Discipline: You appreciate structure. You know that slowing down during discovery accelerates velocity later. You maintain clean pipeline hygiene and hold yourself to the same standards you'd expect from others.

Travel Readiness

This role requires regular travel to conferences, trade shows, and client meetings across your territory.

Team Player: You leverage internal resources — Product, Marketing, CS, Legal, Leadership - effectively and without ego. You are coachable, feedback-driven, and actively contribute to team deal reviews and culture.

Why Aline?

A Culture of Development: We enable our team, not just manage them. You will receive consistent coaching, structured resources, and support from a leadership team invested in your success.

Platform Breadth: You aren't selling a point solution. You are selling a comprehensive platform spanning Sales and Marketing, Dining, Clinical, Finance, and Operations — built for the entire community lifecycle.

High Standards: We celebrate wins, learn from losses, and treat sales as a science. This is a high-performance culture where results are recognized and effort is respected.

Market Momentum: The senior living industry is undergoing significant technology transformation. Aline is at the center of that shift — and this role puts you at the front.

Compensation Compensation inclu