Director of Business Development

Cubby Director of Business Development

We make smart safety beds for kids with epilepsy, autism, cerebral palsy, and other complex conditions. Nearly 20,000 beds shipped. 10 million nights of safer sleep. For many of those families, it was the first time the parents could sleep too.

We are a profitable, bootstrapped medical technology company with a team of ~50 at our Denver HQ. The Cubby Bed is covered by insurance in all 50 states, with clinical research backing the product. Revenue grew 18x in the last 5 years.

Most kids who need a Cubby bed don't have one yet. Our job is to change that.

We believe better healthcare is possible. We're building the team to do it.

This is where you come in

Over the past two years, we've grown our commercial team from two reps to six covering the country. A deliberate bet that the right team can unlock the next stage of Cubby's growth. The Director of Business Development inherits that team and the opportunity in front of it.

It's a player-coach role for an experienced healthcare sales leader who is genuinely energized by developing people. Roughly 70% of your time, especially in year one, is spent developing the team: coaching them through complex sales into Durable Medical Equipment (DME) distributors and the healthcare providers who refer into our distribution network, helping each rep build a strategy that wins in their territory, and translating executive-level commercial vision into a clear, strategy and, actionable plans the team can walk confidently into any meeting with. You will maintain direct relationships with our largest national accounts and will own the team's strategy, performance, and outcomes.

This role reports directly to the VP of Growth and works cross-functionally with marketing, care team, funding and advocacy, customer support, operations, accounting, and legal. As a culture add, you approach personal and professional relationships from a place of care, curiosity, and clear communication.

The team you'd inherit

Six regional BD reps with deliberately varied backgrounds: clinical, national DME, medical sales management, and Cubby-native reps with three and four years of tenure who know our customer. Two more tenured, four newer. They're an early stage team, not a finished one, and they're hungry for a leader who will enable them to realize their potential.

Here's what you'll be doing

• 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.

What success looks like in year one

1. The team is performing at a high level. Reps are trained, motivated, and own their territories with state- and metro-level go-to-market plans you've helped them build and pressure-test. They walk into every customer meeting prepared, confident, and clear on strategy.

2. The field sales channel is driving significant revenue growth. Pipeline, conversion, and revenue contribution are materially up. Year-one success is defined as much by the number as by the operating system that produced it.

3. Team operating norms are established and used consistently. (10% of your time) Salesforce-based pipeline, forecasting, and performance visibility the whole company can see. Structured 1:1s, written rep development plans, and visible accountability are the norm, not exceptions.

4. Strong cross-functional rapport across Cubby (~10% of your time). You partner productively with key teams across the organization. You sit on the leadership team and manage up to the VP of Growth and executive team with the same rigor you use to manage down.

5. National DME strategy is in place and driving market share expansion (~10% of your time). Top accounts have an established business plan you own and reps execute. The strategy is documented, reviewed, and produces results.

6. You've earned the case for the next six reps. You've produced the results and credibility to make a confident case for doubling the field team.

Here's what we're looking for

Required:

• 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.

Strongly preferred:

• 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.

To Apply

All applications must be submitted through the Job Openings section of the Cubby Beds Careers site.

Don't feel like you have all of the qualifications?

The description above reflects our current vision for the role. You may be a strong candidate even if you don't check every box, and you may have skills we haven't thought to list. If that's you, even if you're unsure, we encourage you to apply.

Benefits & Perks

• 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