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

About the role

For our client, we are seeking a Head of Front Line Worker (FLW) Business Development North America to join the team of a leader in the Technical Services space. This leader will own the North America go-to-market strategy for a growing front-line worker business, with a strong emphasis on retail. The role will guide the transition from incubation to scale by building repeatable revenue motions, disciplined pipeline management, and a clear commercial operating rhythm. This person will also partner closely with executive leadership, channel partners, and strategic allies to shape market execution and inform product and messaging decisions.

Responsibilities

• Define and execute the North America go-to-market strategy for the front-line worker business, focusing on retail.
• Lead the transition from incubation to scale by establishing repeatable pipeline and revenue models.
• Engage with top-tier retail enterprise executives and drive end-to-end sales cycles for high-value opportunities.
• Establish structured approaches for lead generation, pipeline qualification, and forecasting.
• Build relationships with decision-makers across enterprise retail, channel partners, and alliances.
• Lead the development of a high-performing commercial team and establish KPIs to support growth.
• Monitor competitive dynamics and provide insights for product roadmap and go-to-market messaging.

Qualifications

• 12-15+ years in enterprise sales, business development, or commercial leadership.
• Strong understanding of the retail sector and related ecosystems such as retail technology and communication platforms.
• Proven success in selling to large enterprise retail organizations and closing high-value deals.
• Experience with ecosystem-led go-to-market models, including channels and strategic alliances.
• Ability to scale new business areas and develop repeatable revenue models.
• Proven capacity to lead high-performing teams and thrive in ambiguous environments.

Benefits

• Opportunity to lead and shape a growing segment within a recognized brand.
• Engagement with executive leadership and high-level strategic decision-making.
• Access to a network of elite industry partners and stakeholders.
• Collaborative work atmosphere fostering innovation in frontline technology.