Head of Front Line Worker (FLW) Business Development

Accountabilities

• Lead the design and execution of the North America go-to-market strategy for the Frontline Worker business, with a strong focus on retail enterprise customers.
• Drive early-stage commercialization by transitioning from incubation and pilot phases to scalable, repeatable revenue generation.
• Personally lead strategic enterprise sales cycles, including engagement with senior retail stakeholders (CIO, COO, Operations, IT).
• Build and convert a high-quality pipeline through direct sales, channel partners, and strategic alliances.
• Establish and manage relationships across a broad ecosystem, including enterprise clients, distributors, resellers, and technology partners.
• Build and scale a high-performing commercial organization, including enterprise sales, pre-sales, post-sales, and channel functions.
• Define operating models, KPIs, and processes to support sustainable growth and performance discipline.
• Provide market insights and competitive intelligence to influence product direction and global GTM strategy.

Requirements:

• 12–15+ years of experience in enterprise sales, business development, or commercial leadership roles.
• Strong industry expertise in retail or adjacent ecosystems such as retail technology, workforce solutions, mobility/AIDC, or communication platforms.
• Proven track record of closing complex, high-value enterprise deals and building robust pipelines from scratch.
• Experience selling into senior decision-makers within large enterprise organizations.
• Demonstrated ability to build and scale new business units from early-stage opportunity creation to repeatable revenue.
• Strong understanding of ecosystem-driven sales models, including partners, distributors, and strategic alliances.
• Leadership experience building and developing high-performing teams in fast-paced, ambiguous environments.
• Strong player–coach mindset with the ability to execute directly while building scalable structures.

Benefits:

• Competitive base salary range of $165,000–$185,000 annually.
• Eligibility for discretionary annual bonus based on performance and fiscal year outcomes.
• Opportunity to build and scale a new business line from the ground up in a high-growth environment.
• Exposure to global stakeholders and strategic decision-making at senior leadership level.
• Dynamic, entrepreneurial work environment with high ownership and impact.
• Potential for career growth within a rapidly expanding commercial organization.
• Inclusive workplace culture focused on innovation, collaboration, and customer impact.

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