Head of Front Line Worker (FLW) Business Development North America

Jabra

2d•$165,000 - $185,000•Remote

About The Position

The Head of Frontline Worker (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.

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, Communication / collaboration platforms (PTT, UC, voice solutions)
Proven track record of: Selling into large enterprise retail organizations, Building pipeline and closing complex, high-value deals, Establishing credibility with senior stakeholders (CIO, COO, Ops, IT)
Strong understanding of ecosystem-led go-to-market models, including: Channel partners and distributors, Strategic alliances and multi-vendor solutions
Experience building and scaling new business areas, including: Early-stage opportunity development, Transition to repeatable revenue models
Demonstrated ability to: Lead and build high-performing teams, Operate as a hands-on player–coach, Thrive in a fast-moving, ambiguous environment

Responsibilities

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
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
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
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
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
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
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