Business Development Lead

Mozilla Corporation is seeking a Business Development Lead to drive enterprise adoption of Firefox across Europe. You will own pipeline generation, run full-cycle opportunities, and land initial wins that expand into scalable, repeatable growth, reporting into the Firefox Enterprise leadership team.

• Possess 7+ years of enterprise software sales/business development experience in Europe with consistent full-cycle, quota-carrying success. • Demonstrate a proven record of sourcing and closing complex, multi-stakeholder enterprise deals (often six-figure ARR) and managing pilots/POCs to successful rollout. • Show credibility selling to CIOs, CISOs, and IT administrators. • Exhibit strong analytical and commercial skills to size opportunities, build ROI/TCO cases, and forecast with precision using CRM and BI tools. • Communicate excellently with the ability to engage both technical and executive audiences. • Speak fluent English required, French and/or German strongly preferred. • Thrive as a self-starter and founding individual contributor with proactive prospecting and disciplined execution. • Demonstrate strong alignment with Mozilla's values: purpose-driven work, transparency, diversity, and putting people before profit.

• Show experience in security/IT tooling or adjacent domains. • Demonstrate familiarity with public-sector procurement in the EU/UK (frameworks, tenders). • Speak additional European languages beyond English, French, and German. • Exhibit comfort operating in ambiguity and building processes from scratch. • Prove experience building and managing channel partner networks (resellers/MSPs/SIs).

• Own pipeline generation and full-cycle deals for Firefox Enterprise across Europe from outbound prospecting to 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. • Navigate procurement, GDPR/InfoSec/privacy reviews, and contractual terms in partnership with Legal, Security, and Finance. • Drive land-and-expand motions: pilot initial deployments, grow seat counts and enterprise support, and support renewals. • Create and iterate early playbooks (ICP, talk tracks, objection handling, ROI/TCO models) to establish repeatable motions. • Maintain rigorous CRM hygiene and forecast accuracy; track pipeline health, conversion rates, sales cycle length, and ARR. • Collaborate with Marketing on European demand gen, localized collateral, and events. • Build and manage a selective network of European channel partners to extend reach and accelerate deals. • Champion Mozilla's privacy-first values in every interaction and ensure compliance with relevant regulations.

• Receive generous performance-based bonus plans shared as one team. • Access rich medical, dental, and vision coverage. • Benefit from generous retirement contributions with 100% immediate vesting. • Enjoy quarterly all-company wellness days where everyone takes a pause together. • Take country-specific holidays plus a day off for your birthday. • Receive a one-time home office stipend. • Access an annual professional development budget. • Benefit from a quarterly well-being stipend. • Enjoy considerable paid parental leave. • Participate in the employee referral bonus program.

Mozilla Corporation is the non-profit-backed technology company that has shaped the internet for the better over the last 25 years. With more than 225 million people using products like Firefox each month, Mozilla focuses on AI, social media, security, and reclaiming an internet built for people, not companies. Wholly owned by the non-profit 501(c) Mozilla Foundation.