• Develop a strategic plan to source and develop business opportunities within your assigned territory and to exceed your sales goals through stakeholder mapping, prospecting, qualifying, and closing opportunities • Cultivate relationships with executive-level decision-makers and strive to become a trusted advisor and a partner at your named accounts • Generate specific opportunities at each enterprise account in response to customer requirements and unaddressed pain points • Communicate constantly with other departments such as marketing and pre-sales regarding the design and execution of campaigns to improve our internal and external processes • Use and administer available resources effectively, e.g. steering the business development and presales representatives to reach your individual sales goals. • Provide regular reporting of pipeline and forecasting to the Sales Manager • Travel to customer locations and customer-focused events regularly • Educate yourself to become an expert in SaaS products, CRM systems, and our product suite

• Partner with the Clinical Sales Manager to develop a sales strategy to drive robot utilization • Mentor surgical teams through training sessions, OR integration and da Vinci® Surgery applications • Help regional Sales and Marketing events that create system awareness and procedure adoption • Dependably manage administrative tasks, sales activities, submission of expense reports, etc.

• Develop a strong understanding of VaVa’s services, ideal client profile, target industries, and buyer personas, with the ability to clearly articulate value and fit. • Proactively source, identify, and qualify prospective clients through inbound inquiries, outbound outreach, referrals, partnerships, and creative prospecting strategies. • Research and assess prospective clients’ business needs, operational gaps, budgets, and readiness to buy to ensure alignment with VaVa’s offerings. • Create and maintain effective lead sourcing strategies and messaging across multiple channels, providing insight into which sources perform best and identifying new opportunities to test. • Manage the early-stage sales process efficiently, including initial outreach, discovery calls, needs assessments, qualification scoring, and scheduling next steps. • Own the full sales cycle from qualified lead through proposal, negotiation, close, and handoff to onboarding. • Prepare customized proposals, scopes of work, and pricing recommendations that align client needs with VaVa’s service model and internal capacity. • Maintain consistent, timely follow-up with prospects, addressing questions, concerns, and objections while guiding them toward confident decision-making. • Collaborate with the Core Team to ensure accurate expectations are set regarding timelines, deliverables, and service structure prior to closing. • Clearly communicate value, outcomes, and next steps to prospects, ensuring a smooth and professional transition from sales to client onboarding. • Maintain accurate and up-to-date CRM records, including lead sources, prospect details, sales activity, pipeline stages, proposals, and historical account data. • Track and organize sales metrics, pipeline health, conversion rates, and performance against goals. • Attend regular Core Team meetings (weekly, monthly, quarterly, and as needed) to align on sales priorities, capacity planning, and company initiatives. • Provide ongoing feedback and insights to the Core Team regarding sales process improvements, lead quality, client trends, and opportunities to optimize conversion. • Support the development and documentation of sales processes, templates, playbooks, and internal resources to improve efficiency and scalability.

Role Description Aline is on a mission to transform the senior living industry. As a Business Development & Partnerships Executive, you will operate across two interconnected growth motions: - Owning net-new logo acquisition across customer segments - Building and nurturing a thriving partner ecosystem You will carry a quota, develop partnerships, and work across direct sales and partner-sourced pipeline simultaneously. Responsibilities - Direct Sales - Lead with Insights: Conduct deep discovery to establish credibility and determine strategic fit. - Build the Business Case: Quantify the financial impact of a prospect's current challenges. - Orchestrate the Deal Strategy: Partner closely with Solutions Consultants to deliver tailored demonstrations. - Navigate Buying Committees: Engage the right stakeholders and build alignment. - Drive the Timeline: Engineer close dates and maintain momentum through shared project plans. - Build and Maintain Pipeline: Prospect and engage senior living operators to sustain a pipeline-to-quota ratio of 4:1 or greater. - Partnerships - Optimize Existing Partnerships: Conduct structured reviews of current partner relationships. - Develop Net-New Partnerships: Identify, prospect, and onboard new partners. - Enable Your Partners: Provide tools, training, and ongoing support for partners. - Co-Sell and Collaborate: Work alongside partner organizations to pursue opportunities. - Build Partner Pipeline Visibility: Maintain accurate tracking of partner-sourced and partner-influenced pipeline in Salesforce. - Represent Aline in the Partner Ecosystem: Attend industry events and partner forums. - Across Both Motions - Manage Your Business: Commit to accuracy across both direct and partner-influenced pipeline. - Represent Aline in the Market: Travel to industry conferences and client sites. - Internal Collaboration - Partnerships Team: Align on partner strategy and co-develop go-to-market plays. - Customer Experience: Ensure seamless handoffs post-signature and stay close to customer health. - Marketing: Leverage campaigns and provide market feedback. - Solutions Consultants: Partner on discovery and demonstrations for tailored engagements. Qualifications - Proven experience in business development and partnerships. - Strong understanding of the senior living industry. - Excellent communication and relationship-building skills. - Ability to work independently and collaboratively. Requirements - Experience in direct sales and partner management. - Proficiency in Salesforce or similar CRM tools. - Willingness to travel for industry events and client meetings. Benefits - Competitive base salary with performance-based variable commission. - Comprehensive benefits package. - Travel expense reimbursement. - Access to ongoing professional development resources.