Head of Front Line Worker Business Development
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Job Description
Lead commercialization of Jabra’s Frontline Worker business by building and scaling the sales organization and go-to-market engine in North America.
Responsibilities:
- 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.
- Define and execute the North America go-to-market strategy for the FLW business, with a primary focus on retail.
- 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.
- Build and maintain a strong network of decision-makers and influencers across enterprise retail customers, channel partners, alliance partners.
- Build and lead a high-performing FLW commercial team across North America.
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
Benefits:
- Disability Accommodation
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