Director, Business Development

This is a fully remote position, open to applicants in Alabama, +6 more states.

📋 Description

• Take full responsibility for acquiring new logos across various customer segments, with a focus on Enterprise and Strategic accounts.

• Manage the entire sales process from initial outreach to signed agreements.

• Carry a specified sales quota and maintain a pipeline-to-quota ratio of 4:1 or higher.

• Conduct thorough discovery sessions to establish credibility and assess strategic alignment.

• Identify and quantify prospects' business challenges, creating financial business cases linked to their P&L.

• Develop deal strategies and collaborate with Solutions Consultants for customized demonstrations.

• Navigate intricate organizational structures and foster consensus among buying committees.

• Create timelines for closing deals by utilizing shared project plans and proactively managing legal and procurement processes.

• Keep a well-maintained Salesforce pipeline and provide accurate forecasts based on objective milestones.

• Build and sustain a sales pipeline through outbound outreach, customer meetings, phone calls, events, and strategic follow-ups.

• Represent Aline at industry conferences, trade shows, and client sites.

• Collaborate across departments with Customer Experience, Marketing, Solutions Consultants, Product, Revenue Operations, and Executive Leadership.

• Ensure smooth post-signature transitions and maintain close relationships with customer health within designated accounts.

• Provide valuable market insights to shape go-to-market strategies and prioritize the product roadmap.

• Maintain transparency regarding pipeline health, strategic deals, and market dynamics.

⛳️ Requirements

• 5+ years of comprehensive B2B SaaS sales experience.

• Proven history of successfully closing complex, multi-stakeholder enterprise agreements.

• Demonstrated ability to meet and exceed a defined sales quota.

• Proficiency in structured enterprise sales methodologies such as MEDDPICC, Sandler, Challenger, or comparable frameworks.

• Capability to conduct in-depth discovery and identify business triggers and root causes.

• Skill in quantifying financial impacts and constructing compelling business cases linked to a prospect's P&L.

• Experience in mapping organizations and engaging with executive decision-makers, champions, end-users, and complete buying committees.

• Ability to maintain precise Salesforce pipeline hygiene and forecast based on objective milestones.

• Willingness to travel for conferences, trade shows, and client meetings throughout the territory.

• Background in selling to senior living, post-acute care, or healthcare technology is preferred.

• 2+ years of experience in the senior living industry is a significant advantage.

• Capacity to work effectively with Product, Marketing, Customer Success, Legal, Leadership, Solutions Consultants, and Revenue Operations.

• Coachable, receptive to feedback, and actively participates in team deal reviews and cultural initiatives.

🏝️ Benefits

• Competitive base salary.

• Performance-based variable commission opportunity directly related to new logo acquisition and quota achievement.

• Comprehensive benefits package.

• Reimbursement for travel expenses.

• Ongoing resources for professional development.

• Consistent coaching and structured support.

• Backing from a leadership team dedicated to employee success.