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 inOver 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 inheritSix 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 doingLead, 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.
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.
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.
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.
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.
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.
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.
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.
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 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
If you have the desire to lead and develop a team in a high-growth organization that changes lives, we want to meet you. Apply now. 👩🏻💻
Cubby Beds is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. Cubby Beds is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
For data removal requests from our Applicant Tracking System, please email [email protected].
This position will remain open until filled.
Skills Required
- 5+ years of healthcare sales leadership experience
- Experience leading complex healthcare sales with multiple stakeholders
- Strong written communication and follow-through skills
- Experience in a startup environment
- Direct experience with national DME distributors and regional provider partnerships
- Familiarity with Medicaid, Medicare, and commercial payer dynamics
- Bachelor's degree (MBA preferred)
What We Do
At Cubby Beds, our mission is to help families live better by enabling them with modern safety beds for complex conditions. This vision permeates our day-to-day operations and supports every decision we make. Our core values form the foundation of our success. They shape our products, our culture, our team, and our approach to innovation. People First Always: We believe that people, our team, and the families we serve are at the heart of everything we do. We lead with empathy, treating every person as a human being, not a number. That means listening before acting, valuing diverse perspectives, and designing every solution with care and compassion. Whether it’s a teammate, a parent, or a child, we aim to build trust and lasting relationships. When people feel seen and supported, they become more than customers or coworkers. They become advocates for the impact we’re creating together. Operating with Excellence: Every step in our journey, whether it’s the tape on the box we ship or a company announcement, reflects our commitment to quality, because our work truly matters to the families we serve. We embrace challenges with determination and a deep attention to detail, holding ourselves to a high standard so we never settle for “good enough.” This excellence shows up in both the big picture and the small details, prompting families and healthcare professionals to remark on how intentional and seamless every interaction with Cubby feels. Pioneering with Purpose: We believe “better healthcare is possible,” and we’re here to deliver it. Our inventive spirit shines through questions like “What if?” and “Why not?”. Our innovation always has a clear purpose and problem to solve. We respect the guardrails of healthcare and work within them. Each new feature, product, or partnership is anchored in broadening access and driving meaningful improvements for families, so they can focus on their children’s well-being. We ship quickly, welcome feedback, and iterate. We always keep our purpose in clear view.
Why Work With Us
Joining Cubby Beds means joining a culture of authentic connection, collaboration, and innovation. It is our goal to make sure every team member feels valued and is empowered to do their best work. Make a real difference, transforming lives while growing your career with us!
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