Director of Business Development
About The Position
We're Cubby, a profitable, bootstrapped medical technology company that makes smart safety beds for kids with complex conditions. We have shipped nearly 20,000 beds, providing over 10 million nights of safer sleep for families. Our product is covered by insurance nationwide and backed by clinical research, with revenue growing 18x in the last five years. We are looking for a Director of Business Development to lead our commercial team and drive the next stage of Cubby's growth. This is a player-coach role for an experienced healthcare sales leader who is passionate about developing people. The role involves roughly 70% of your time dedicated to team development, including coaching sales reps, building territory strategies, and translating executive vision into actionable plans. You will also maintain direct relationships with national accounts and own the team's strategy, performance, and outcomes. This position reports to the VP of Growth and collaborates with various cross-functional teams. We value individuals who approach relationships with care, curiosity, and clear communication.
Requirements
- 5+ years of healthcare sales leadership with a track record of building, coaching, and retaining high-performing field sales teams.
- Experience leading complex healthcare sales involving multiple stakeholders — payers, providers, distributors, or alternate-site facilities.
- Player-coach mentality. You can speak specifically to how much time you spend in the field and what your coaching looks like in practice.
- Strong operating discipline. Clear written communication, tight follow-through, structured 1:1s, and prepared meetings.
- Comfort in a high-touch, high-expectations, roll-up-your-sleeves startup environment.
- 35% travel: field visits, industry conferences, and national DME and provider partner meetings.
- Based in Denver or willing to relocate. In-person collaboration with the leadership team is a meaningful part of this role.
Nice To Haves
- Direct experience leading field sales into alternate-care-site or home-based healthcare settings (DME, HME, home health, infusion, or similar).
- Experience with national DME distributors and regional provider partnerships.
- Familiarity with Medicaid, Medicare, and commercial payer dynamics and their impact on state-level go-to-market.
- Experience scaling a field sales team from a small base to regional or national coverage.
- Familiarity with hub-and-spoke referral models.
- Bachelor's degree; MBA a plus but not required.
Responsibilities
- Lead, coach, and develop the team: Own the day-to-day leadership of six regional BD reps. Set clear expectations, run effective 1:1s, build territory strategies, and hold the team accountable to results. Be present in the field, at DME meetings, conferences, and customer visits. Roughly 70% of your focus in year one is here.
- Translate strategy into rep execution: Turn executive-level strategy into clear, actionable plans reps can execute with confidence.
- Own national DME and provider strategy: Partner with the team on top-tier national DME accounts and help build out the provider referral motion.
- Build the operating cadence: Establish reporting, forecasting, and performance management rhythms in Salesforce so the team’s work is visible and measurable.
- Develop territory strategies: Coach reps on state- and metro-level go-to-market nuance. The DME and reimbursement landscape varies dramatically by geography; pressure-test and refine each rep’s plan.
- Hire and grow the team: Build the case for headcount when the data supports it. Own hiring, onboarding, and ramp.
- Cross-functional partnership: Partner with marketing, clinical, and operations to feed market intelligence back into the business and align go-to-market with the broader Cubby strategy.
- Manage up to the VP of Growth and executive team with rigor.
Benefits
- Total Compensation: $218,000-257,000, including base salary, performance commission tied to team performance, and a company performance bonus.
- Base Salary: $164,000 – $193,000
- Potential Variable Compensation: $54,000-$64,000
- Stock options / equity ownership
- Health, dental, and vision insurance
- Unlimited PTO and sick/wellness hours
- 12 paid holidays, a paid Volunteer Day, and a Powder Day
- 401(k) with company match
- Hybrid schedule: Monday–Wednesday in our Denver HQ; optional remote Thursday–Friday
- Mac, standing desk, and high-end accessories at the office; work-from-home stipend for your home setup
- Paid parking
- Annual staff retreat
- Stocked kitchen and bimonthly team lunches in our Denver HQ
- Growth opportunities at a startup with a life-changing mission
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What This Job Offers
Job Type
Full-time
Career Level
Manager
