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Salary: USD 350,000 - 350,000 / annual
Gummicube, an Airship company, is seeking a Head of Business Development to lead the sales team and drive growth of its app discovery software and services business. Airship is a customer experience platform trusted by major brands like Alaska Airlines, BBC, and The Home Depot. Gummicube's DATACUBE software helps app developers and marketers optimize for app store search visibility and organic downloads.
In this hands-on leadership role, you will own the complete sales strategy and execution for Gummicube's software and services offerings. You'll strengthen the existing inbound sales process while building a scalable outbound pipeline. Key responsibilities include:
- Developing and executing a sales plan aligned with profitable growth and revenue targets
- Leading target-account selection, outreach, qualification, and follow-up for enterprise opportunities
- Coaching and developing the sales team, including hiring as the business scales
- Meeting directly with prospective enterprise customers to understand their needs and recommend appropriate product and service combinations
- Leading strategic deals through proposals, negotiations, and close; supporting renewals and escalations
- Collaborating with strategy, analytics, creative, product, and client services teams to shape customer solutions
- Improving sales processes, pitch materials, pipeline tracking, and deal reviews
- Partnering on sales compensation and incentive structures
- Reporting pipeline, conversion, bookings, and forecast accuracy to leadership
- Representing Gummicube at customer meetings, conferences, and events
This is a remote role based in a U.S. location with Pacific Time working hours preferred. Expect 30–40% travel for customer engagement and team events.
REQUIREMENTS:
- Minimum 8 years of business development, sales, or revenue leadership experience, including ownership of inbound and outbound sales, enterprise pipeline development, and team performance
- Proven experience leading consultative sales of software, services, or both, guiding opportunities from prospecting through 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; ability to identify customer needs, stakeholder priorities, budgets, and decision criteria
- Experience in mobile growth, app marketing, app store optimization, marketing technology, advertising technology, or related markets
- Background in a startup or growing business where you've improved processes and balanced inbound opportunities with outbound pipeline development
- Strong sales operations skills including forecasting, performance reporting, CRM systems, sales process design, and team development
- Knowledge of sales compensation, quotas, and incentive plans; ability to work cross-functionally
PREFERRED:
- At least 5 years in the mobile industry
- At least 2 years with app store optimization, app store analytics, mobile growth, or mobile user acquisition
- Experience selling to both enterprise and SMB customers
- Background in agency, consulting, managed services, or hybrid software-services businesses
- Experience building team-based sales approaches across multiple functions
