Business Development Lead, Mozilla
£95-139k
Plus performance-based bonus plans to all eligible employees
Designs, builds, and distributes internet software
Be an early applicant
Designs, builds, and distributes internet software
1001+ employees
Be an early applicant
£95-139k
Plus performance-based bonus plans to all eligible employees
1001+ employees
Company mission
To make sure that the internet remains accessible, open, and transparent to everyone.
Role
Who you are
- 7+ years of enterprise software sales/business development experience in Europe with consistent full-cycle, quota-carrying success; experience in security/IT tooling or adjacent domains is a plus
- Proven record of sourcing and closing complex, multi-stakeholder enterprise deals (often six-figure ARR) and managing pilots/POCs to successful rollout
- Credibility selling to CIOs, CISOs, and IT administrators; familiarity with public-sector procurement in the EU/UK (frameworks, tenders) is advantageous
- Strong analytical and commercial skills: size opportunities, build ROI/TCO cases, and forecast with precision using CRM and BI tools
- Excellent communication skills with the ability to engage both technical and executive audiences; fluent English required, French and/or German strongly preferred (additional European languages a plus)
- Self-starter who thrives as a founding individual contributor: proactive prospecting, disciplined execution, and comfort operating in ambiguity
- Strong alignment with Mozilla’s values: purpose-driven work, transparency, diversity, and putting people before profit
What the job involves
- We’re now seeking a Business Development Lead (Individual Contributor) to drive enterprise adoption of Firefox across Europe
- This role focuses on building pipelines, running full-cycle opportunities, and landing initial wins that expand into scalable, repeatable growth!
- You’ll partner closely with Marketing, Product, and Legal/Security, and report into the Firefox Enterprise leadership team
- Own pipeline generation and full-cycle deals for Firefox Enterprise across Europe - from outbound prospecting and event follow-ups to qualification, pilots/POCs, negotiation, and close
- Build a healthy, self-sourced pipeline through targeted outreach, industry events, partner referrals, and inbound qualification
- Engage CIO/CISO/IT stakeholders with value-based discovery, tailored demos, and multi-threaded account strategies; develop champions and map decision processes
- Navigate procurement, GDPR/InfoSec/privacy reviews, and contractual terms (including DPAs and security addenda) in partnership with Legal, Security, and Finance
- Drive land-and-expand motions: pilot initial deployments, grow seat counts and enterprise support, and support renewals alongside Account Management/Customer Success
- Create and iterate early playbooks (ICP, talk tracks, objection handling, ROI/TCO models) to establish repeatable motions in the region
- Maintain rigorous CRM hygiene and forecast accuracy for your book; track pipeline health, conversion rates, sales cycle length, and ARR
- Collaborate with Marketing on European demand gen, localized collateral, and events; represent Mozilla at conferences and customer forums
- Build and manage a selective network of European channel partners (resellers/MSPs/SIs) to extend reach and accelerate deals
- Champion Mozilla’s privacy-first values in every interaction and ensure compliance with relevant regulations and internal policies
Our take
Mozilla creates and manages a range of free-to-use software products. Their most well-known product is Firefox, the fourth most popular internet browser in the world. Mozilla is a not-for-profit with a focus on promoting online privacy. The company has a published manifesto outlining its commitment to keeping a balance between commercial profit and public benefit.
The companies other products include Bugzilla, a bug management platform, and Pocket, an award-winning digital content filing service. In direct odds with Google, Mozilla has recently launched a new product Mozilla VPN. The VPN or virtual private network enables users to browse the internet without being tracked. Companies such as Google rely on tracking user behavior online to target them with advertising.
Mozilla was also instrumental in creating the programming language Rust, which is admired for its brevity. Rust uses roughly half the amount of code as C++ to produce the same results.
Freddie
Company Specialist at Welcome to the Jungle
Insights
12% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Apr 2018
$1.2m
GRANT
Jan 2005
$0.3m
ANGEL
Total funding: $3.5m
Company benefits
- Health, Dental, and Vision Insurance
- Life Insurance + Accidental Death & Dismemberment
- Short-Term Disability and Long-Term Disability Insurance
- Employee Assistance Program (EAP)
- Retirement Plan contributions
- 20 Paid Time Off days per year (prorated) + your birthday
- Company Holidays + Shutdown
- Wellness budget
- Reimbursement for professional development (up to $3,000/year)
- Industry-leading paid parental leave (up to 26 weeks of fully paid leave for childbearing parents and up to 12 weeks for non-childbearing parents)
- Flexible work environment (nearly half of Mozillians work remotely)
- A work setup including the latest hardware and software of your choice
Company HQ
Rincon Hill, San Francisco, CA
Leadership
Mitchell Baker
(CEO & Chairwoman)Mitchell worked as a lawyer and at Netscape Communications before co-founding Mozilla in 2003. They have served as Chairwoman of Mozilla Foundation since then, and CEO as of April 2020.
Share this job
View 58 more jobs at Mozilla