Senior Business Development Lead

Summary

Join Mozilla's Business Development team as a leader responsible for building a pipeline of new partnerships. You will work across product lines and teams to pursue growth activities, own recommendations for significant value opportunities, and present compelling executive-ready recommendations. The role requires a self-starter comfortable with ambiguity, adept at sizing opportunities with analytical rigor, and skilled in negotiation and relationship management. You will develop and manage a pipeline of search advertising and AI partnership opportunities, vet opportunities based on strategic fit and revenue potential, and engage stakeholders to drive consensus on high-impact opportunities. This position reports to the Senior Manager of Business Development and involves travel approximately once per quarter.

Requirements

• 8+ years of experience in business development, partnerships, B2B sales or a related field; knowledge of the search, AI and/or digital advertising industries is a plus
• Opportunity sizing: Proven ability to efficiently size and progress opportunities with clarity and rigor
• Communication: Expert at framing and communicating complex proposals via concise storytelling (live as well as in documents / slides); experienced in pitching to and successfully persuading executive audiences
• Collaboration: Proven ability to proactively work across organizational boundaries (ideally with Product and Legal teams) to assess and prioritize new opportunities
• Negotiation expertise: Ability to steer complex negotiations and close high-impact contractual agreements
• Relationship management: Skill in establishing long-term partnerships that bring value for both parties
• Problem solving: Demonstrated strength in creative and hypothesis-led problem solving, underpinned by strong analytical ability
• Willingness to travel for partner meetings, team gatherings, and industry events (approx once per quarter)

Responsibilities

• Pipeline development & management: Develop and run a pipeline of search advertising and AI partnership opportunities aligned to business goals; implement systems for tracking, measuring, and optimizing outreach and deal flow
• Opportunity vetting: Develop scalable frameworks and processes to rapidly identify and size partnership opportunities based on strategic fit, revenue potential and risk
• Stakeholder engagement: Work cross-functionally to drive education, agreement and consensus on high-impact opportunities; write comprehensive business cases to support internal decision-making
• Partner management: Quickly build trust and cultivate strategic relationships with potential partners; develop and deliver polished pitch materials that clearly articulate the value of working with Mozilla
• Deal execution: Lead sophisticated negotiations to land partner agreements, or transition to other team members as needed
• Market intelligence: Gather and analyze market and partner insights to educate internal teams and influence product roadmaps
• Strategy: Lead overall growth plan for new partnerships, and be a key contributor to special projects

Benefits

• Generous performance-based bonus plans to all regular 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)