Director, Business Development

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 carry a defined quota and are expected to maintain a pipeline-to-quota ratio of 4:1 or greater.
• You lead with insights by qualifying leads and uncovering business triggers through deep discovery.
• You build the business case by quantifying the financial impact of a prospect's current challenges and building a compelling case.
• You orchestrate the deal strategy by acting as the pilot of the deal, partnering closely with Solutions Consultants to deliver tailored demonstrations.
• You navigate complex organizations by mapping the organization, engaging executive decision-makers, champions, and end-users, and building consensus across the full buying committee.
• You drive the timeline by engineering close dates using shared project plans to align timelines with buyers and proactively navigating legal and procurement to maintain momentum.
• You manage your business by committing to accuracy, maintaining a clean Salesforce pipeline with forecasts based on objective milestones, and holding yourself to the same standards you'd expect from others.
• You represent Aline in the market by traveling to industry conferences, trade shows, and client sites as a face of the brand, building relationships, and generating pipeline in the field.
• You cross-functional partnerships by establishing close working relationships with Customer Experience, Marketing, Solutions Consultants, Product, and other internal teams.

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.
• Methodology DNA: Fluency in structured enterprise sales frameworks — MEDDPICC, Sandler, Challenger, or equivalent.
• Intellectual Curiosity: You ask 'why' until you understand the root cause and challenge 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.
• Process Discipline: You appreciate structure, 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 effectively and without ego, are coachable, feedback-driven, and actively contribute to team deal reviews and culture.