Business Development & Partnerships Executive

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 driven professionals who can open doors, build relationships, and create pathways to growth - both directly and through partners. As a Business Development & Partnerships Executive, you will operate across two interconnected growth motions: owning net-new logo acquisition across customer segments and building and nurturing a thriving partner ecosystem that multiplies Aline's reach. You will carry a quota, develop partnerships, and work across direct sales and partner-sourced pipeline simultaneously. This is a role for someone who is equally comfortable closing their own deals and enabling others to close deals on Aline's behalf. Responsibilities This role is split across two equally important motions - direct sales and partnerships. You will carry accountability for both. • Direct Sales 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 operational and financial outcomes. 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 Buying Committees: You engage the right stakeholders - from operational leaders to executive sponsors - and build the alignment needed to move deals forward with confidence. 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 procurement steps to maintain momentum. Build and Maintain Pipeline: You prospect and engage senior living operators through outbound outreach, customer meetings, calls, events, and strategic follow-up to sustain a pipeline-to-quota ratio of 4:1 or greater. • Partnerships Optimize Existing Partnerships: Conduct structured reviews of current partner relationships to assess performance, deepen engagement, and unlock pipeline that is not being fully realized. Develop Net-New Partnerships: Identify, prospect, and onboard new partners across strategic categories. You build partner relationships with the same rigor and intentionality you bring to direct sales. Enable Your Partners: You don't just sign partners - you provide the tools, training, and ongoing support that allow partners to confidently position Aline and generate high-quality, conversion-ready referrals. Co-Sell and Collaborate: You work alongside partner organizations to jointly pursue opportunities, aligning Aline's capabilities with the partner's relationships and customer base to accelerate deal cycles. Build Partner Pipeline Visibility: You maintain accurate tracking of partner-sourced and partner-influenced pipeline in Salesforce, ensuring leadership has a clear view of partnership contribution to overall bookings. Represent Aline in the Partner Ecosystem: You attend industry events, association meetings, and partner forums as a face of the brand - building credibility and expanding Aline's presence across the broader senior living market. • Across Both Motions Manage Your Business: You commit to accuracy across both direct and partner-influenced pipeline. You maintain a clean Salesforce forecast based on objective milestones - not optimism. Represent Aline in the Market: You will travel to industry conferences, trade shows, partner events, and client sites as a face of the brand - building relationships and generating pipeline across both motions. • Internal Collaboration Success in this role requires meaningful collaboration across the organization. You will establish close working relationships with: • Partnerships Team: Align on partner strategy, share market intelligence, and co-develop go-to-market plays that leverage Aline's full partner ecosystem. • Customer Experience: Ensure seamless handoffs post-signature for both direct and partner-sourced customers; stay close to customer health within your accounts. • Marketing: Leverage campaigns, events, and partner co-marketing content to support pipeline generation across both direct and partner channels; provide market feedback to inform go-to-market strategy. • Solutions Consultants: Partner on discovery, demonstrations, and technical validation for both direct opportunities and partner-led deals to ensure prospects experience tailored, value-driven engagements. Why Aline? • A Culture of Development: We enable our team, not just manage them. You will receive consistent coaching, ...