Business Development Lead

Team: New Products Locations: Remote UK, Remote Germany, Remote France

Why Mozilla?

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
• Quarterly well-being stipend
• Considerable paid parental leave
• Employee referral bonus program
• Other benefits (life/AD&D, disability, EAP, etc. - varies by country)

About Mozilla

Mozilla exists to build the Internet as a public resource accessible to all because we believe that open and free is better than closed and controlled. When you work at Mozilla, you give yourself a chance to make a difference in the lives of Web users everywhere. And you give us a chance to make a difference in your life every single day. Join us to work on the Web as the platform and help create more opportunity and innovation for everyone online.

Commitment to diversity, equity, inclusion, and belonging

Mozilla understands that valuing diverse creative practices and forms of knowledge are crucial to and enrich the company’s core mission. We encourage applications from everyone, including members of all equity-seeking communities, such as (but certainly not limited to) women, racialized and Indigenous persons, persons with disabilities, persons of all sexual orientation s, gender identities, and expressions.

We will ensure that qualified individuals with disabilities are provided reasonable accommodations to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment, as appropriate. Please contact us at hiringaccommodation@mozilla.com to request accommodation.

We are an equal opportunity employer. We do not discriminate on the basis of race (including hairstyle and texture), religion (including religious grooming and dress practices), gender, gender identity, gender expression, color, national origin, pregnancy, ancestry, domestic partner status, disability, sexual orientation, age, genetic predisposition, medical condition, marital status, citizenship status, military or veteran status, or any other basis covered by applicable laws. Mozilla will not tolerate discrimination or harassment based on any of these characteristics or any other unlawful behavior, conduct, or purpose.

At Mozilla, we’re serving humanity—by maintaining a safe, open internet—while alsohelping the individual humans employed here to reach their personal andprofessional goals. With a relatively small team serving hundreds of millions ofpeople, a culture of exploration, and a commitment to mentorship, opportunitiesabound to learn and grow at Mozilla.

• Purpose is built into our work, with our mission driving every decision
• We challenge assumptions, the status quo, ourselves, and each other
• We are transparent: in our code, our business partnerships, and our everydayinteractions
• We seek out people from diverse backgrounds and with perspectives differentfrom our own
• We pair purpose with performance and put people ahead of profit

Our impact is global

• 1000+ paid staff from over 30 countries
• Thousands of volunteer contributors across six continents
• 2 global offices: Berlin and Toronto
• 9 coworking space locations: San Francisco, San Mateo, London, Paris, Portland, Tulsa, Vancouver, Chicago, and Bellevue
• Hundreds of home offices globally

Our benefits are world-class

• Flexible work environment (majority of Mozillians work remotely)
• Industry-leading paid parental leave (up to 26 weeks of fully paid leave forchildbearing parents and up to 12 weeks for non-childbearing parents)
• Reimbursement for professional development (up to $3,000/year)
• A work setup including the latest hardware and software of your choice