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 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.
#LI-GNGroup
#LI-BlueParrot
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.
#LI-GNGroup
#LI-BlueParrot