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 Build

• 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

2. 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 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

3. Pipeline Creation & Revenue Conversion

• 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

4. Ecosystem & Relationship Development

• 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

5. Organization Build & Leadership

• 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

6. Channel & Partner Integration

• 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

7. Market Intelligence & Competitive Positioning

• 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

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 (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

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. Compensation for roles at GN depends on a wide array of factors including but not limited to location, role, skill set, and level of experience

Disability Accommodation

If you have a disability and you believe you need a reasonable accommodation in order to search for a job opening or to submit an online application, please e-mail [email protected]. This email is provided for the purpose of supporting applicants who have a disability that prevents them from being able to apply online. Only emails received for this purpose will be returned. Emails left for other purposes, such as following up on an application or technical issues not related to a disability, will not receive a response.

We encourage you to apply

We highly value a mindset, motivation, and energy, that aligns with our core values, to not only ensure growth for you, but for your team and the wider GN organization as well.

Join us in bringing people closer 

GN brings people closer through our advanced intelligent hearing, audio, video, and gaming solutions. Inspired by people and motivated by innovation, we deliver technology that enhances the senses of hearing and sight. We enable people with hearing loss overcome real-life problems, improve communication and collaboration for businesses, and provide great experiences for audio and gaming users.

GN Store Nord A/S has entered into a definitive agreement for the sale of GN’s Hearing business to Amplifon S.p.A. to create a global leader in audiology. For GN Group, this creates an opportunity to expand our position in the large audio and video peripherals markets. Read more about the announcement here. 

We hope you will join us on this journey and look forward to receiving your application. 

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