Head of Frontline Worker (FLW) Business Development, North America

The Head of FLW Business Development for North America will lead the commercialization of Jabra’s Frontline Worker business, building and scaling the sales organization and go-to-market engine from incubation through to full market expansion.

This role combines hands-on enterprise selling with strategic leadership, responsible for developing pipeline, closing lighthouse deals, and establishing a high-performance commercial team and ecosystem across enterprise retail customers, channel partners, and alliance vendors.

Success in this role requires a player–coach leader who can win critical early deals, shape the market, and build a scalable revenue engine aligned to Jabra’s long-term Frontline Worker growth ambitions.

Key Responsibilities:

1. Commercial Leadership & GTM Build

• Define and execute the North America go-to-market strategy for the FLW business, with a primary focus on retail
• Lead the transition from incubation (opportunity creation, early pilots) to scale (repeatable pipeline and revenue models)
• Establish clear commercial priorities, segmentation, and motion across:
  • Enterprise sales
  • Channel ecosystem
  • Strategic alliances
• Contribute directly to global FLW strategy, offering market insights and shaping commercial direction

2. Enterprise Business Development (Player Role)

• Personally lead strategic engagement with top-tier retail enterprises (HQ level: CIO, COO, Ops, IT leadership)
• Drive end-to-end sales cycles for high-value opportunities:
  • Opportunity identification
  • Solution positioning
  • Commercial negotiation
  • Deal closure
• Build and convert a robust pipeline into billed revenue, particularly in the early market phase where direct engagement is critical
• Act as executive sponsor for lighthouse accounts

3. Pipeline Creation & Revenue Conversion

• Establish a structured approach to:
  • Lead generation (direct + partner)
  • Pipeline qualification
  • Forecasting and conversion
• Build early momentum with lighthouse wins to validate the solution and accelerate market adoption
• Ensure strong discipline on pipeline management, forecasting, and revenue delivery

4. Ecosystem & Relationship Development

• Build and maintain a strong network of decision-makers and influencers across:
  • Enterprise retail customers
  • Channel partners (resellers, distributors)
  • Alliance partners (e.g., device OEMs, PTT providers, workflow software players)
• Position Jabra as a critical component of the frontline technology stack, integrated into broader solutions
• Leverage ecosystem relationships to accelerate pipeline creation and deal execution

5. Organization Build & Leadership

• Build and lead a high-performing FLW commercial team across North America, including:
  • New business / enterprise sales
  • Technical pre-sales
  • Post-sales / solution support
  • Channel management
• Recruit, develop, and retain top talent aligned to a solution-selling mindset in retail environments
• Establish a scalable operating model, processes, and KPIs to support growth
• Foster a high-performance, entrepreneurial culture aligned with incubation-stage dynamics

6. Channel & Partner Integration

• Ensure tight alignment between direct sales and channel ecosystem development
• Support the recruitment and activation of specialist retail-focused partners
• Drive co-sell motions between enterprise sales teams and partners
• Enable partners to contribute meaningfully to pipeline and revenue growth

7. Market Intelligence & Competitive Positioning

• Monitor competitive dynamics (e.g. established players in retail communication and mobility)
• Provide ongoing insights into:
  • Customer needs and buying behaviors
  • Partner requirements
  • Product/solution gaps
• Influence product roadmap and GTM messaging based on real market feedback

Key Requirements:

• 12–15+ years of experience in enterprise sales, business development, or commercial leadership
• Strong industry experience is essential, including:
  • Deep understanding of the retail sector (store operations, omnichannel, fulfilment), OR
  • Experience in adjacent ecosystems such as:
    • Retail technology (POS, workforce management, store systems)
    • Mobility / AIDC environments
    • Commu