The job, in the employer's words
About Airship
Airship is trusted by world’s leading brands such as Alaska Airlines, BBC and The Home Depot to drive revenue growth and customer loyalty with exceptional cross-channel customer experiences. Today, brands are challenged to deliver seamless, unified customer experiences across a fragmented array of channels and devices— apps, websites, email, SMS, wallets and more.
Airship’s no-code, AI-powered platform was designed with non-technical, growth-focused teams in mind, making it easy to create, test and orchestrate hyper-personalized experiences across all channels. With the ability to easily enrich customer data and rapidly launch growth experiments, Airship enables brands to deliver consistent, meaningful interactions that accelerate conversion and foster deeper customer relationships.
We invite you to be part of our journey in building products and delivering services that touch millions of customers around the world every day.
To learn more about us, visit www.airship.com, read our blog or follow us on LinkedIn.
About Gummicube, an Airship Company
Gummicube develops powerful app discovery technology, enabling anybody with an app to quickly optimize for the most organic search visibility. Gummicube's DATACUBE software leverages proprietary big data for mobile to understand App Store search trends and the competitive landscape. Using DATACUBE, mobile search data and user behavior is no longer a black box -- resulting in greater visibility, more high-quality organic downloads and a lower overall cost of user acquisition.
Together, Gummicube and Airship enable brands, marketers, product owners and developers to optimize their entire mobile app experience — from the point of discovery to loyalty.
To learn more about Gummicube, visit www.gummicube.com.
The Role
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.
What We’re Looking For
- 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.
We'd Be Delighted If You Also Have
- 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!
AI in Recruiting
We use artificial intelligence tools in our recruitment process as decision-support tools only. Airship's People Operations team reviews all AI-generated scores and recommendations before making any hiring determination. No applicant is rejected solely on the basis of an AI-generated output. Depending on your location, you may have the right to request human review of any AI-assisted employment decision or to opt out of AI evaluation. To make a request or learn more about how we use AI in hiring, contact privacy@airship.com or visit airship.com/legal.
California residents can view the CCPA disclosure notice here.
**Please Note: To ensure the security of your personal information, Airship will only contact candidates through email addresses ending with “@airship.com”.
Hiring Commitment
Airship is committed to fostering a diverse work environment and providing equal employment opportunities to all applicants and employees. We welcome your application and our hiring and employment decisions are made irrespective of race, religion, color, national origin, gender, gender expression, sexual orientation, age, marital status, veteran status, disability status or any other characteristic protected by law. In alignment with our commitment to equal opportunity, Airship will consider for employment all qualified applicants, including those with criminal histories, in a way that adheres to the principles of fairness and the requirements of local Fair Chance laws, where applicable.
By submitting this application, I affirm that the facts set forth in it are true and complete to the best of my knowledge. I understand that if I am employed, false statements, omissions, or misleading information given in my application, interview(s), or in a background check may result in dismissal.
Benefits mentioned
- 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.
- 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!
Requirements mentioned
- 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.
- 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.
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