Business Development Lead, Mozilla
€88-128k
Plus performance-based bonus plans
Internet software for people, not profit
Open for applications
Internet software for people, not profit
1001+ employees
Open for applications
€88-128k
Plus performance-based bonus plans
1001+ employees
Company mission
To ensure the internet remains open and accessible.
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 develops a range of free and open-source software, with its most familiar product being Firefox. Operated with a mission-driven, not0for-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
(CEO)Alongside serving as the CEO at Mozilla, Laura is an Executive Fellow at Harvard Business School. Previously, she was the CEO and PResident at Willow Innovation, Director at Patelco Credit Union, and General Manager of Core Hosts & Community at Airbnb.
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