Business Development Lead

Business Development Lead at Mozilla Corporation Team: New Products Locations: Remote UK, Remote France, Remote Germany Why Mozilla? Mozilla Corporation is the non-profit-backed technology company that has shaped the internet for the better over the last 25 years. We make pioneering brands like Firefox, the privacy-minded web browser. Now, with more than 225 million people around the world using our products each month, we’re shaping the next 25 years of technology and helping to reclaim an internet built for people, not companies. Our work focuses on diverse areas including AI, social media, security and more. And we’re doing this while never losing our focus on our core mission – to make the internet better for people. The Mozilla Corporation is wholly owned by the non-profit 501(c) Mozilla Foundation. This means we aren’t beholden to any shareholders — only to our mission. Along with thousands of volunteer contributors and collaborators all over the world, Mozillians design, build and distribute open-source software that enables people to enjoy the internet on their terms. About this team and role: 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. What you’ll do: 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. What you’ll bring: 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 you’ll get: Generous performance-based bonus plans to all eligible employees - we share in our success as one team Rich medical, dental, and vision coverage Generous retirement contributions with 100% immediate vesting (regardless of whether you contribute) Quarterly all-company wellness days where everyone takes a pause together Country specific holidays plus a day off for your birthday One-time home office stipend Annual professional development budget Quarterly well-being stipend Considerable paid parental leave Employee referral bonus program Other benefits (life/AD&D, disability, EAP, etc. - varies by country)