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 includes a competitive base salary with a performance-based variable commission opportunity tied directly to new logo acquisition and quota attainment. Aline also offers a comprehensive benefits package, travel expense reimbursement, and access to ongoing professional development resources.
5+ years full-cycle B2B SaaS sales with complex enterprise deals; quota ownership; fluency in MEDDPICC, Sandler, or Challenger; regular travel to conferences and client sites; clean Salesforce pipeline management.
Key Responsibilities
- acquiring new logos
- managing sales cycle
- building pipeline
Skills & Tools
Salesforce, MEDDPICC, Sandler, Challenger
Job Details
- Category: Sales
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — Florida or Indiana or Arizona or Georgia or Missouri or Colorado or United States or Kentucky or Alabama or Texas
- Salary: USD 145,000 – 145,000 / year
- Languages: English
About Aline
A platform powering the complete resident lifecycle for senior living communities, from CRM and marketing to clinical care, billing, and operations. — Industry: Information Technology