Business Development Lead

September 17

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Mozilla

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B2C • Cybersecurity • Software

Mozilla is a non-profit organization dedicated to promoting an open and accessible internet. They are the makers of the popular Firefox browser, which emphasizes user privacy, speed, and control. Mozilla also offers a range of products that focus on internet security and privacy, including Mozilla VPN, Firefox Relay, and Mozilla Monitor. Additionally, the organization is involved in open-source projects, AI innovation, and advocating for digital rights. Mozilla aims to empower users with trustworthy technology and policies that protect privacy, support open-source AI development, and foster accountability for tech companies.

501 - 1000 employees

Founded 1998

👥 B2C

🔒 Cybersecurity

📋 Description

• 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 • Report into the Firefox Enterprise leadership team and partner closely with Marketing, Product, and Legal/Security

🎯 Requirements

• 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

🏖️ Benefits

• 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)