[Hiring] Head of Business Development @Airship

Role Description

As the Head of Business Development, you’ll lead Gummicube’s sales team and help grow its software and services business. You’ll support a strong inbound sales process while building a more consistent outbound approach. This is a hands-on role: you’ll coach the team, work directly with customers, and improve how the team moves opportunities from first conversation to close.

What You’ll Do

• Set and carry out a sales plan that supports profitable growth and revenue targets.
• Keep inbound sales effective while building an outbound pipeline. Guide target-account selection, outreach, qualification, and follow-up.
• Coach and develop the team, and help hire as the business grows. Strengthen their discovery, stakeholder mapping, and proposal skills.
• Meet with prospective enterprise customers, understand their goals, and recommend the right mix of Gummicube products and services.
• Lead strategic deals through proposals, responses to customer requests, commercial negotiations, and close. Support renewal discussions and resolve new-business escalations.
• Work with strategy, analytics, creative, product, and client services teams to shape solutions that meet customer needs and can be delivered well.
• Improve pitch materials, pipeline tracking, deal reviews, and handoffs. Test sales messaging and use results to refine the approach.
• Partner with leadership on sales incentives and compensation plans that support revenue goals and team selling.
• Report pipeline, conversion, bookings, team performance, and forecast accuracy to Gummicube leadership.
• Represent Gummicube at customer meetings, conferences, trade shows, and team events.

Qualifications

• At least 8 years of business development, sales, or revenue leadership experience, including ownership of inbound and outbound sales, enterprise pipeline development, and team performance.
• Experience leading consultative sales of software, services, or both. You can guide opportunities from prospecting and demonstrations through proposals, negotiation, and close.
• Experience selling to enterprise customers with multiple decision-makers and longer sales cycles, including negotiating six-figure annual contracts.
• Strong discovery and executive communication skills. You can identify customer needs, stakeholder priorities, budgets, and decision criteria, then build clear recommendations and business cases.
• Experience in mobile growth, app marketing, app store optimization, marketing technology, advertising technology, or a related market. You’re willing to deepen your knowledge of Gummicube’s products and services.
• Experience in a startup or growing business, where you’ve improved processes and balanced current inbound opportunities with longer-term outbound pipeline development.
• Strong sales operations skills, including forecasting, performance reporting, customer relationship management systems, sales process design, and team development.
• Knowledge of sales compensation, quotas, and incentive plans, along with the ability to work across teams and communicate clearly with customers and colleagues.

Requirements

• At least 5 years of experience in the mobile industry.
• At least 2 years working with app store optimization, app store analytics, mobile growth, or mobile user acquisition.
• Experience selling to both enterprise and small or midsize customers, adapting your approach to each.
• Experience in an agency, consulting, managed services, or a business combining software and services, especially where analytics inform customer recommendations.
• Experience building a team-based sales approach across sales, strategy, analytics, client services, product, and leadership.

Work Location & Travel Requirements

You must be based in an Airship-eligible U.S. location. This role is remote, with Pacific Time working hours preferred. Expect up to 30–40% travel for customer meetings, events, and team gatherings.

Compensation and Benefits

Compensation is determined by a variety of factors including market data, business needs, and geography. Base pay is part of your total compensation package and is dependent on multiple factors, including relevant skills, work experience, business priorities, market demands, and location.

• The total On-Target Earnings (OTE) range for this position is $350,000 USD per year, reflecting a 60/40 base salary and variable compensation structure.
• Airship believes that employees should have the opportunity to benefit from value-creation, so equity is also offered with this role.
• In addition, Gummicube, as part of Airship Group, Inc., offers a benefits package as part of our Total Rewards approach to compensation.

Benefits & Perks

• Competitive medical, dental, and vision insurance options for you and your dependents.
• Flexible time off, company paid holidays, paid parental leave, and paid volunteer time off.
• Support for your overall wellbeing with mental health and wellness resources.
• Employer-subsidized life insurance as well as short-term and long-term disability.
• A digital-first work environment and a monthly stipend to support remote work.
• Mentorship and growth opportunities to build skills and accelerate professional development.
• And more!