• 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.

Role Description Helps identify appropriate solutions to meet lead/prospect/customer needs and resolves standard lead/prospect/customer questions or issues in a timely manner, with detailed guidance. Generates prospective sales by utilizing routine protocols in prospecting, sourcing, developing, and maximizing referral networks. Develops sales strategy with detailed instructions, helps gather data for sales status reports, and uses research and basic knowledge on health care to articulate internal sales strategies and drive external sales. Gathers, analyzes, and applies data on trends related to sales strategy with detailed guidance and assists in accomplishing sales plans and driving internal negotiations and sales strategy. Advocates for process improvement by following detailed instructions and procedures to assist others in identifying and implementing initiatives for overcoming obstacles to sales progress and ensuring objectives are met. - Pursues effective relationships with others by sharing information with coworkers and members. - Listens to and addresses performance feedback. - Pursues self-development; acknowledges strengths and weaknesses, and takes action. - Adapts to and learns from change, challenges, and feedback. - Responds to the needs of others to support a business outcome. - Completes routine work assignments by following procedures and policies and using data, and resources with oversight and management. - Collaborates with others to address business problems; escalates issues or risks as appropriate; communicates progress and information. - Adheres to established priorities, deadlines, and expectations. - Identifies and speaks up for improvement opportunities. - Ensures a high level of customer service is provided by helping to identify appropriate solutions based on lead/prospect/customer needs. - Exhibits basic knowledge about various health plans and benefits to convey KP's unique value proposition. - Helps to resolve standard lead/prospect/customer questions or issues in a timely manner. - Serves as an advocate for process improvement by identifying solutions for overcoming obstacles to sales initiative progress. - Acts as a sales subject matter expert by participating in work groups to meet department objectives. - Applies routine methods/processes for the continuous improvement of tools, technology, and processes. - Utilizes basic knowledge of Federal and State laws, regulations, contracts, and rulings. - Contributes to group installation and/or member enrollment processing to ensure that all critical milestones are met. - Generates prospective sales by helping to organize open enrollment events. - Utilizes routine protocols to build relationships with key influencers, brokers, consultants, decision makers, and/or community groups. - Exhibits basic knowledge on prospecting, sourcing, and developing and maximizing referral networks. - Collects and/or submits materials/forms for incoming business opportunities. - Completes tasks as assigned to maintain and use new applicable and relevant resources. - Contributes to strategic development by developing strategy to meet annual sales targets, goals, and initiatives. - Helps to gather data for sales status reports including sales activity, follow-up, closings, and target achievement. - Utilizes research and basic knowledge of health care marketplace to articulate internal sales strategies. - Assists team members in using sales performance data to maximize performance. - Collaborates with team members on optimal offering conditions and/or market segmentation. Qualifications - High School Diploma or GED, or equivalent OR minimum one (1) year of experience working in a corporate or business office environment, which can include relevant internship experience. - Accident and Health or Sickness Insurance License (Hawaii) within 3 months of hire.

• Execute strategic sales plans to generate annual revenue while cultivating long-term partnerships with new and existing accounts • Manage the end-to-end sales process, from initial prospecting and lead qualification to final closing and post-sale support • Utilize market intelligence and customer insights to develop and implement strategies that advance corporate business objectives • Serve as a subject matter expert, advising clients on product applications, technical specifications, pricing, and credit terms • Lead high-stakes negotiations to secure favorable terms and finalize major sales contracts • Strengthen company visibility and influence within the engineering community to ensure product preference • Partner effectively with Project Management, Engineering, and Finance teams to ensure seamless project delivery and client satisfaction • Maintain accurate sales records and provide regular reports on activity and territory performance to leadership • All other duties as assigned