Director of Business Development
Overview
We're Cubby 👋 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.
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.
Partner cross-functionally: Partner with marketing, clinical, and operations to feed market intelligence back into the business and align go-to-market with the broader Cubby strategy.
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.
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.