Head of Business Development

PICO Enterprise connects organizations with XR technology that changes how they train, deliver care, and operate. Our newest generation of premium devices is built for demanding environments where performance, security, and scale matter. We’re looking for a Head of Business Development to build the ISV partnerships, strategic customer relationships, and key initiatives that will drive PICO’s enterprise growth across EMEA and the US. You will lead PICO’s business development across both regions. You’ll recruit and grow ISV partners whose software makes PICO devices complete solutions, open and expand strategic relationships with key enterprise and public sector accounts, and drive high-impact initiatives from first conversation to large-scale deployment. Reporting to the Head of Sales, US & EMEA, you’ll work closely with sales, solutions engineering, marketing, and product to shape how PICO goes to market. Responsibilities - Build and run PICO’s business development strategy across EMEA and the US, aligned with the overall go-to-market plan and revenue targets. - Find, recruit, and onboard ISVs in training, simulation, healthcare, design, and other enterprise use cases, and make sure their solutions are validated and optimized for PICO devices. - Prioritize ISVs with proven enterprise traction, and build joint value propositions, co-selling motions, and joint marketing that put PICO at the center of their deployments. - Open and develop strategic relationships with key accounts in target verticals: corporate and industrial training, public sector, healthcare, manufacturing, energy, and defense. - Lead strategic initiatives such as flagship pilots, multi-year rollouts, public sector programs, and reference customers, with clear success criteria and a defined path to scale. - Navigate complex buying groups, including executive sponsors, IT and security, procurement, and end users, and build consensus across them. - Develop value-based business cases and ROI models that justify premium pricing against lower-cost alternatives. - Negotiate and manage ISV partnership agreements and joint business plans. - Track the competitive landscape and position PICO as the dedicated enterprise XR provider against other vendors. - Build relationships with industry key opinion leaders, associations, and public sector bodies to strengthen PICO’s credibility and reach. - Report on pipeline, partner contribution, and forecasts in Salesforce with discipline and accuracy. - Represent PICO at industry events, conferences, and trade shows as a credible voice on enterprise XR. Minimum Qualifications - 10+ years of experience in enterprise sales, business development, or strategic partnerships selling complex technology (hardware, software, or integrated solutions) to large organizations. - A proven track record of building ISV or technology partnerships that drove measurable revenue or customer adoption. - Experience winning and expanding strategic enterprise accounts with six- and seven-figure deals and long, multi-stakeholder sales cycles. - Existing relationships with ISVs or enterprise buyers in at least one target vertical: training, public sector, healthcare, or defense. - Experience working across more than one region, ideally both EMEA and North America. - Ability to travel across the US, Europe, and the UK, roughly 30–40%. Preferred Qualifications - Background in XR, simulation, or other emerging technology. - Experience with government, public sector, or defense procurement, including RFPs, tenders, and framework agreements. - Experience introducing new technology into traditionally low-adoption industries. - Familiarity with data security and compliance requirements in enterprise environments.