Director, Business Development
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Job Description
Director of Business Development acquiring enterprise SaaS customers for Aline’s senior living platform. Owning complex sales cycles, quotas, pipeline, and strategic customer relationships.
Responsibilities:
- Own net-new logo acquisition across customer segments, focusing on Enterprise and Strategic accounts
- Own the entire sales cycle from first outreach to signed contract
- Carry a defined quota and maintain a pipeline-to-quota ratio of 4:1 or greater
- Conduct deep discovery to establish credibility and determine strategic fit
- Quantify prospects' business challenges and build financial business cases tied to their P&L
- Orchestrate deal strategy and partner with Solutions Consultants on tailored demonstrations
- Navigate complex organizations and build consensus across buying committees
- Engineer close timelines using shared project plans and proactively navigate legal and procurement
- Maintain a clean Salesforce pipeline and accurate forecasts based on objective milestones
- Build and maintain pipeline through outbound outreach, customer meetings, calls, events, and strategic follow-up
- Represent Aline at industry conferences, trade shows, and client sites
- Partner cross-functionally with Customer Experience, Marketing, Solutions Consultants, Product, Revenue Operations, and Executive Leadership
- Ensure seamless post-signature handoffs and stay close to customer health within named accounts
- Provide market feedback to inform go-to-market strategy and product roadmap prioritization
- Maintain transparency on pipeline health, strategic deals, and market dynamics
Requirements:
- 5+ years of full-cycle B2B SaaS sales experience
- Demonstrated track record of closing complex, multi-stakeholder enterprise deals
- Proven track record of carrying and exceeding a defined sales quota
- Fluency in structured enterprise sales frameworks such as MEDDPICC, Sandler, Challenger, or equivalent
- Ability to conduct deep discovery and identify business triggers and root causes
- Ability to quantify financial impact and build compelling business cases tied to a prospect's P&L
- Experience mapping organizations and engaging executive decision-makers, champions, end-users, and full buying committees
- Ability to maintain accurate Salesforce pipeline hygiene and objective milestone-based forecasts
- Regular travel readiness for conferences, trade shows, and client meetings across the territory
- Experience selling into senior living, post-acute care, or healthcare technology is preferred
- 2+ years of senior living industry experience is a strong plus
- Ability to collaborate effectively with Product, Marketing, Customer Success, Legal, Leadership, Solutions Consultants, and Revenue Operations
- Coachable, feedback-driven, and actively contributes to team deal reviews and culture
Benefits:
- Competitive base salary
- Performance-based variable commission opportunity tied directly to new logo acquisition and quota attainment
- Comprehensive benefits package
- Travel expense reimbursement
- Ongoing professional development resources
- Consistent coaching and structured resources
- Support from a leadership team invested in employee success
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