Glynn Capital
Glynn Capital

Business Development Director - ASO Team



Sales & Business Development
United States · Remote
Posted on Thursday, June 20, 2024

About Airship

At the dawn of mobile apps, Airship powered the first commercial messages and then expanded its data-led approach to all re-engagement channels (mobile wallet, SMS, email), app UX experimentation and feature release management.

Now, with Airship App Experience Platform (AXP), brands can create and adapt native app experiences on their own — with no ongoing developer support or app updates required.

Having powered trillions of mobile app interactions for thousands of global brands, Airship is proud to be at the forefront of what has become the digital center of customer experience, loyalty and monetization — mobile app experience (MAX).

Learn more about Airship here: Airship Newsroom + Airship Customers

Gummicube, a division of Airship, is seeking a Business Development leader who will be responsible for driving sales for all Gummicube products. The primary responsibility is to maximize revenue and market share through the use of effective go to market strategies. The role will also contribute to sales development, partnership, marketing strategies and needs for the assigned area or category, working closely with the cross department teams to maximize revenue and drive market share growth. This is an essential member of our Business Development team, leading the team to scale for long-term growth.

Principal Responsibilities

  • Manage outbound business development/sales efforts for Gummicube’s portfolio of SaaS products and managed services
  • Own the overall P&L for outbound as well as achieving pipeline and revenue targets, executing the bookings and revenue goals as established by Sr Management
  • Collaborate on initiatives to accelerate business revenue and efficiently scale outbound sales activities
  • Manage and report to Gummicube Sr. Management on weekly pipeline status and progress to KPI’s
  • Create and execute a winning outbound business development strategy to grow the business profitably and meet or exceed revenue targets within growth forecast
    • Directly build relationships with prospective clients and prospect new opportunities at a c- level
    • Further establish and refine process for lead qualification, pitch refinement, operational tracking of deal flows and follow up
    • Execute proven sales strategies in the marketplace and establish relationships with potential partners and local trade groups to drive Gummicube business
    • Develop strategies to ensure achievement of targets
  • Manage and grow outbound sales/business development teams and build predictable pipeline of deals and revenue
    • Develop and manage a small team of outbound business development rep to reach and exceed our revenue targets
  • Embrace culture of selling solutions for Gummicube customers; proactively understand how our products and services apply across different scenarios
  • Collaborate closely with Inbound, Operations, Marketing, Data, and Account teams to develop and implement scalable growth strategies
    • Regularly update sales and marketing materials, test and deploy new messaging and be able to quantitatively measure conversion across all efforts
  • Work closely with Inbound, as well as the Data Team to monitor overall performance and identify areas for improvement, and surface new experimentation or test opportunities for sales
  • Represent Gummicube publicly at trade shows, conferences, and be available to directly support the business development team in out of office events
  • Travel as needed in order to spend time with customers and prospects
  • Must be able to wear multiple hats and be comfortable in senior role where there is also expectation for everyone at all levels to “get hands on”
    • No task should be too big or too small for the successful candidate and all managers have a strong player / coach mentality
  • Other duties as may be assigned from time to time that are consistent with the role and responsibilities of the position

Other Duties and Responsibilities

  • Strong communication skills within a global organization
  • Exceptional written, verbal and presentation skills
  • Ability to work effectively with diverse teams; internal and external
  • Proven ability to deliver results in a dynamic environment
  • Highly developed trouble-shooting and problem solving skills
  • Strong team player with the ability to work collaboratively and cross functionally
  • Proven interpersonal skills to sharpen management processes, strengthen team culture and deliver superior operating performance
  • Must have strong leadership, communication, and mentoring skills to assist clients and prospects to understand Gummicube’s ability to address their business needs
  • Proven ability to lead and manage through change
  • Proven ability to successfully meet critical deadlines and revenue goals
  • Ability to thrive with minimal direct supervision/management (everyone wears multiple hats)

Qualifications and Skills

  • 6-10+ years of experience in Business Development, Sales, Revenue Growth, or similar metrics-driven strategic functions; some tech in-house experience required
  • Experience driving a customer pipeline including responsibility for achieving revenue or pipeline targets
  • Ability to comprehend typical deal terms for software and professional services, statements of work, order forms and possesses negotiation skills ideally in enterprise settings
  • Strategic thinker, with proven ability to anticipate and plan for the long-term while achieving near term objectives
  • Extensive experience and track record of achievements
    • Proven ability to create and form relationships at the Executive level
    • Demonstrated success with C-level and multi-level selling Demonstrated leadership
    • Track record of success in B2B selling
  • Experience directly managing small or large teams in a hands on collaborative manner where leadership by example is strongly practiced
  • Experience developing and operationalizing strategic plans, including setting resourcing, navigating tradeoffs, and ensuring timely execution
  • Excellent communication and presentation skills, including ability to simplify complex ideas and systems
  • Strong analytical and data-driven mindset; experience with building and maintaining reports and dashboarding is a plus
  • Marketing technology and software industry experience is a must, mobile experience is a plus
  • Willingness to learn about and become expert in App Store Optimization from the ground up is a requirement, as this is a knowledge / solution based selling environment
  • Working knowledge of Google Suite / Google Apps, Microsoft Office

To Apply: All interested candidates should send us a resume and provide a strong cover letter explaining why you would be a good fit for this position.

Compensation at Gummicube (an Airship Company)
Gummicube’s compensation is determined by a variety of factors including market data, experience ladders, and geographical location. The starting base salary range for this position is: $140,000-$155,000. Some roles may also be eligible for commission, bonus, competitive equity packages and other performance incentives. In addition, we also provide an extensive suite of Benefits offerings as part of our Total Rewards approach to compensation.

For California residents, please see the link to our privacy policy in compliance with revised CPRA requirements that can be found on our websites at either Gummicube.com or Airship.com/legal/california-employee-and-candidate-privacy-notice/.

Benefits at Airship

Workplace Flexibility (Fully Remote Option) + WFH stipends + Medical, Dental, & Vision Insurance (PPO/HSA Options) + Mental Health Benefits + Open PTO Policy (take the time you need) + 401(k) Retirement Plan + Stock Options + Mentorship Program + Employee Resource Groups + Culture Club + Supplemental Benefits (Life Insurance, Short/Long-Term Disability, Flexible Spending) + Parental Leave + Employee Assistance Program + Referral Bonus Program.


Duties and responsibilities described are not a comprehensive list and additional tasks may be assigned to the employee from time to time; or the scope of the job may change as necessitated by business demands and may be amended at any time at the sole discretion of the Employer.