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

Key Responsibilities

• Commercial Leadership & GTM Build
• Define and execute the North America go-to-market strategy for the FLW business
• Lead the transition from incubation to scale
• 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
• Enterprise Business Development (Player Role)
• Personally lead strategic engagement with top-tier retail enterprises
• Drive end-to-end sales cycles for high-value opportunities
• Build and convert a robust pipeline into billed revenue
• Pipeline Creation & Revenue Conversion
• Establish a structured approach to: Lead generation, Pipeline qualification, Forecasting and conversion, Build early momentum with lighthouse wins
• Ecosystem & Relationship Development
• Build and maintain a strong network of decision-makers and influencers
• Position Jabra as a critical component of the frontline technology stack
• Leverage ecosystem relationships to accelerate pipeline creation and deal execution
• Organization Build & Leadership
• Build and lead a high-performing FLW commercial team
• Recruit, develop, and retain top talent aligned to a solution-selling mindset
• Establish a scalable operating model, processes, and KPIs to support growth
• Foster a high-performance, entrepreneurial culture
• Channel & Partner Integration
• Ensure tight alignment between direct sales and channel ecosystem development
• Support the recruitment and activation of specialist retail-focused partners
• Enable partners to contribute meaningfully to pipeline and revenue growth
• Market Intelligence & Competitive Positioning
• Maintain a strong network of decision-makers and influencers
• Monitor competitive dynamics
• 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, Experience in adjacent ecosystems, Strong understanding of ecosystem-led go-to-market models, Experience building and scaling new business areas
• Proven track record of: Selling into large enterprise retail organizations, Building pipeline and closing complex, high-value deals, Establishing credibility with senior stakeholders, Demonstrated ability to: Lead and build high-performing teams, Operate as a hands-on player–coach, Thrive in a fast-moving, ambiguous environment

Pay Transparency Notice

The target annual compensation for this position can range from $165,000.00 - $185,000.00, with a discretionary bonus if you are an active employee as of the fiscal year-end.