Senior Business Development Manager, New Products

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Mozilla

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 1998

👥 B2C

🔒 Cybersecurity

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.

📋 Description

• 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

🎯 Requirements

• 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

🏖️ 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)