Head of North America Enterprise – XR
Company: Confidential, Global Consumer Technology Company
Employment Type: Full-Time
Location: San Jose
Overview
This role leads the North America enterprise XR business with full ownership of commercial strategy, revenue, and team build-out. The leader will build the enterprise sales channel from the ground up, design and execute the go-to-market strategy, and drive significant revenue growth in a highly competitive XR / VR market.
Scope & Responsibilities
- Own enterprise revenue performance across North America, consistently meeting and exceeding sales targets.
- Build the enterprise sales channel from scratch, including sales processes, operating cadence, and repeatable playbooks.
- Hire, develop, and lead an initial team of 2–3 enterprise sellers in year one, with responsibility for scaling the organization over time.
- Define the North America enterprise GTM strategy, including target verticals, account coverage model, partner strategy, and core sales motions.
- Design and manage the enterprise pipeline model and forecasting rhythm, using data to track coverage, velocity, conversion, and risk.
- Set and manage regional sales targets, quotas, and performance metrics, and run a rigorous quarterly business review cadence.
- Drive new customer acquisition and expansion across key enterprise segments such as training, education, healthcare, and location-based entertainment.
- Develop and deepen relationships with ISVs, channel partners, and solution integrators to create scalable enterprise XR solutions and ecosystem value.
- Collaborate closely with global product and leadership teams to provide structured product feedback, influence roadmap priorities, and refine solution positioning for enterprise customers.
- Represent the voice of North American enterprise customers, translating market signals into clear commercial plans and product requirements.
- Partner with Marketing, Sales Operations, and other cross-functional stakeholders to design campaigns, optimize funnel performance, and improve seller productivity.
- Ensure operational excellence in hiring, onboarding, enablement, territory design, and performance management.
- Operate with high autonomy and ownership in a fast-paced, high-growth environment; less tenured leaders may receive additional guidance and support.
Ideal Background
- Senior enterprise sales leadership experience at leading technology companies (e.g., large-scale platforms in social, cloud, or hardware).
- Direct XR / VR experience strongly preferred, or deep exposure to immersive or adjacent technologies.
- Proven success building enterprise sales channels from zero, including team creation, GTM design, and implementation of repeatable sales processes.
- Comfort selling emerging, category-defining technology into complex, matrixed organizations with multiple stakeholders.
- Strong people leadership experience, including recruiting, coaching, and developing high-performing enterprise sales teams.
Minimum Qualifications
- 5+ years of leadership and management experience in sales or business development, with a significant focus on the enterprise market.
- Demonstrated success leading regional or segment-focused go-to-market motions and consistently achieving or exceeding revenue targets.
- Proven track record of partnering with Product and cross-functional teams to shape sales strategies and bring enterprise solutions to market.
- Strong analytical, strategic planning, and forecasting capabilities, with the ability to synthesize complex market signals into clear commercial plans.
- Experience navigating complex, matrixed organizations and aligning multiple stakeholders around shared goals.
- Excellent written and verbal communication skills, with the ability to influence and build trust across all levels of an organization, internally and externally.
- Comfort with global travel and working across time zones in a fast-paced, high-growth environment.
- Entrepreneurial mindset with a bias toward action, experimentation, and scalable commercial innovation.
Preferred Qualifications
- Existing commercial relationships in at least one of the following areas: Training, Education, Healthcare, or Location-Based Entertainment (LBE).
- Experience in hardware, gaming, XR/VR, IoT, or adjacent technology industries.
- Proven ability to build and manage channel partners, ISV ecosystems, or solution integrator networks.
- Track record of leading cross-team initiatives and solving complex problems in a rapidly evolving market.
- Strong collaboration skills with a history of driving cross-functional outcomes and fostering a culture of shared success.
