Head of Front Line Worker (FLW) Business Development North America
$165,000–$185,000 year
Remote
Job Summary
Define and execute the North America go-to-market strategy for the Frontline Worker business, transitioning from incubation to full-scale revenue generation. Personally lead strategic engagements with top-tier retail enterprises and close high-value lighthouse deals to establish a robust pipeline. Build and scale a high-performing commercial team across sales, pre-sales, and channel management while cultivating partnerships with distributors and alliance vendors. Monitor competitive dynamics and market intelligence to shape product roadmaps and GTM messaging. Lead the organization through an entrepreneurial culture focused on building a scalable operating model for enterprise retail expansion.
Required Qualifications
- 12–15+ years of experience in enterprise sales, business development, or commercial leadership
- Deep understanding of the retail sector (store operations, omnichannel, fulfilment)
- Experience in adjacent ecosystems such as: Retail technology (POS, workforce management, store systems)
- Experience in adjacent ecosystems such as: Mobility / AIDC environments
- Experience in adjacent ecosystems such as: Communication / collaboration platforms (PTT, UC, voice solutions)
- Proven track record of: Selling into large enterprise retail organizations
- Proven track record of: Building pipeline and closing complex, high-value deals
- Proven track record of: Establishing credibility with senior stakeholders (CIO, COO, Ops, IT)
- Strong understanding of ecosystem-led go-to-market models, including: Channel partners and distributors
- Strong understanding of ecosystem-led go-to-market models, including: Strategic alliances and multi-vendor solutions
- Experience building and scaling new business areas, including: Early-stage opportunity development
- Experience building and scaling new business areas, including: Transition to repeatable revenue models
- Demonstrated ability to: Lead and build high-performing teams
- Demonstrated ability to: Operate as a hands-on player–coach
- Demonstrated ability to: Thrive in a fast-moving, ambiguous environment
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