Senior Business Development Manager, Mozilla
New Products
CA$129-189k
Salary is dependent on location. Offers performance-based bonus plans to all eligible employees
Internet software for people, not profit
Be an early applicant
Internet software for people, not profit
1001+ employees
Be an early applicant
CA$129-189k
Salary is dependent on location. Offers performance-based bonus plans to all eligible employees
1001+ employees
Company mission
To ensure the internet remains open and accessible.
Role
Who you are
- Experience in customer-facing revenue roles within developer infrastructure, cloud infrastructure, AI, automation, security, browser technology, or other deep technical products
- Background in business development, enterprise sales, technical sales, solutions engineering or strategic partnerships
- Experience in an early-stage or 0-to-1 environment where the product, buyer, pricing, and sales motion were still being defined
- Strong technical fluency and ability to engage with engineers and technical buyers on architecture, reliability, security, deployment, and integration tradeoffs
- Proven ability to identify customer pain, build pipeline, run pilots, and convert complex technical engagements into commercial wins
- Comfort navigating ambiguous and high-stakes customer conversations without a fully defined playbook
- Clear communication skills, strong relationship-building ability, and comfort operating with senior technical and executive stakeholders
- High agency and execution focus
- This role may require travel for customer meetings and industry events
What the job involves
- Mozilla is building a new browser infrastructure platform for the next generation of web automation. We are looking for a Business Development Lead to own the customer, partner, and early revenue side of our go-to-market motion. You will identify high-potential design partners, build and manage pipeline, run discovery and technical sales cycles, shape pilot programs, and convert early customer demand into commercial deployment
- This is a top-down, enterprise-led motion supported by strategic partnerships. You'll move deals from exploratory conversation to LOI, POC, pilot, and early commercial contract, while developing co-sell and integration partnerships with AI platforms and infrastructure vendors
- This role sits within Mozilla’s New Products organization, which operates as an internal incubator for high-potential ventures. You will be joining a fast-paced, autonomous team. The role is ideal for someone who can sell a technical product before the sales playbook exists, and turn ambiguous market signals into a focused customer and revenue strategy
- You will help define the market for trusted browser automation infrastructure. The platform is designed for web automation across testing, internal workflows, browser-native applications, and AI agents that need to read, navigate, and act on the web
- Mozilla brings a unique starting point to this space through Gecko, Firefox, WebDriver BiDi, Firefox DevTools, MDN, and its trusted position in the open web. Your work will help turn those assets into customer value, early revenue, and a repeatable sales motion
- Build deep relationships with early customers to understand their automation workflows, technical constraints, security requirements, and buying process
- Identify, engage, and develop pipeline with early design partners across AI, developer tools, enterprise automation, QA, and browser-native application teams
- Identify customer pain, quantify business value, define decision criteria, and create a clear path from exploratory conversation to pilot, paid engagement, or longer-term commercial agreement
- Translate customer needs into clear product input for engineering and help prioritize the capabilities required for production use
- Close LOIs, proof-of-concept agreements, pilot commitments, design partner agreements, and early commercial contracts
- Support product demonstrations, proofs of concept, and early customer trials
- Identify partnership opportunities with AI platforms, developer tools companies, CDNs, identity providers, bot-management vendors, and large web platforms
- Run multi-threaded enterprise cycles across champions, economic buyers, and security and procurement stakeholders
- Partner closely with engineering in a tight feedback loop, sitting directly with the team to shape the roadmap from live customer conversations
Our take
Mozilla develops a range of free and open-source software, with its most familiar product being Firefox. Operated with a mission-driven, not-for-profit ethos, Mozilla champions online privacy, open standards and user-choice.
Beyond Firefox, Mozilla has focused on privacy forward offerings such as Mozilla VPN, which allows users to browse securely without being tracked. The company has also streamlined its product portfolio to concentrate on initiatives that align closely with its core mission, ensuring resources are dedicated to improving user experiences while fostering safer, more open digital environments.
Alongside this, its impact extends into the developer and tech community, having played a pivotal role in the creation of Rust, a systems programming language celebrated for its speed and efficiency. With a loyal user base, ongoing innovation, and a clear commitment to privacy and open-source principles, Mozilla remains an influential player in the technology landscape.
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 and wellness: Mozilla covers medical, dental and vision plan premiums at 100% for U.S. and Canadian employees. Our offerings give you the options you need to manage your health — and your family’s — the way you want.
- Mental health: Mental health is as important as our physical health. That’s why Mozilla’s health benefits include therapy and coaching sessions to make sure our people have access to the care they need.
- Time away: With all of life’s demands, time away from work to disconnect and recharge is essential. In addition to country-specific holidays (12 in the U.S. and Canada), vacation and sick time start accruing right away (specifics vary by country). Everyone also takes a pause together on quarterly all-company wellness days, plus you get to celebrate the most personal holiday of all: your birthday.
- Parental leave: While Mozilla’s parental leave policies vary globally, our U.S. and Canadian-based employees can look forward to 26 weeks of paid leave for childbearing parents and 12 weeks of paid leave for non-childbearing parents.
- Financial: Mozilla is a private company, so our compensation isn’t tied to stock options or equity plans. Instead, we offer generous, performance-based bonus plans to all regular employees to underscore that we share in our success as one team. As for retirement savings for US and Canadian employees, Mozilla contributes a percentage of your eligible base salary each year to the 401(k) Plan/RRSP (regardless of whether you contribute or not), with 100% vesting.
- Learning and development: We’re big believers in learning by doing, and we also want to invest in your education and development beyond your role. Every employee is eligible for an annual professional development budget. Mozillians can put it toward technical or management training, certifications, conferences and more.
- Help when you need it: Life is full of surprises; that’s why it’s important to be prepared. Mozilla provides Life/AD&D and Short and Long Term Disability insurance (offerings may vary by locale) to ensure that you and your family will have a safety net in place should you ever need it.
- Plus a bit more: A few other benefits include a quarterly wellbeing stipend (to use on those things just for you), an employee referral bonus, internet reimbursement if you’re remote, and a budget for office essentials to make working remotely ergonomically comfortable.
Company HQ
Rincon Hill, San Francisco, CA
Leadership
Laura Chambers
(Board of Directors & Founder)Former CEO of the company. Previously CEO and President at Willow Innovation, Director at Patelco Credit Union, and GM of Core Hosts and Community at Airbnb.
Anthony Enzor-DeMeo
(CEO)Formally General Manager of Firefox, CTPO at Roofstock, CPO at Better.com, GM at Wayfair and Product Lead at Dealer.com.
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