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

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 BuildDefine and execute the North America go-to-market strategy for the FLW business, with a primary focus on retailLead the transition from incubation (opportunity creation, early pilots) to scale (repeatable pipeline and revenue models)Establish clear commercial priorities, segmentation, and motion across:Enterprise salesChannel ecosystemStrategic alliancesContribute directly to global FLW strategy, offering market insights and shaping commercial direction2. 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 identificationSolution positioningCommercial negotiationDeal closureBuild and convert a robust pipeline into billed revenue, particularly in the early market phase where direct engagement is criticalAct as executive sponsor for lighthouse accounts3. Pipeline Creation & Revenue ConversionEstablish a structured approach to:Lead generation (direct + partner)Pipeline qualificationForecasting and conversionBuild early momentum with lighthouse wins to validate the solution and accelerate market adoptionEnsure strong discipline on pipeline management, forecasting, and revenue delivery4. Ecosystem & Relationship DevelopmentBuild and maintain a strong network of decision-makers and influencers across:Enterprise retail customersChannel 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 solutionsLeverage ecosystem relationships to accelerate pipeline creation and deal execution5. Organization Build & LeadershipBuild and lead a high-performing FLW commercial team across North America, including:New business / enterprise salesTechnical pre-salesPost-sales / solution supportChannel managementRecruit, develop, and retain top talent aligned to a solution-selling mindset in retail environmentsEstablish a scalable op...