Senior Business Development Lead

Summary

Join Mozilla's Business Development team as an outstanding leader responsible for building a pipeline of new partnerships aligned with company-wide goals. This role will focus on driving new AI partnerships and becoming the go-to expert on commercial and non-commercial opportunities. You will work across product lines and teams, owning recommendations and solutions for high-value opportunities. Proven analytical rigor and modeling skills are essential for sizing opportunities and presenting compelling executive-ready recommendations. The ideal candidate is a self-starter comfortable with ambiguity, reporting to the Senior Manager of Business Development. This position requires experience in business development, partnerships, or related fields, with knowledge of the search, AI, and/or digital advertising industries a plus. Mozilla offers a generous compensation and benefits package.

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
• Proven ability to efficiently size and progress opportunities with clarity and rigor
• 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
• Proven ability to proactively work across organizational boundaries (ideally with Product and Legal teams) to assess and prioritize new opportunities
• Ability to steer complex negotiations and close high-impact contractual agreements
• Skill in establishing long-term partnerships that bring value for both parties
• 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

• Develop and run a pipeline of AI, search, and advertising partnership opportunities aligned to business goals; implement systems for tracking, measuring, and optimizing outreach and deal flow
• Bring market intelligence to product teams, shape and influence AI strategy, and tactically lead deal negotiations
• Develop scalable frameworks and processes to rapidly identify and size partnership opportunities based on strategic fit, revenue potential and risk
• Work cross-functionally to drive education, agreement and consensus on high-impact opportunities; write comprehensive business cases to support internal decision-making
• 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
• Lead sophisticated negotiations to land partner agreements, or transition to other team members as needed
• Gather and analyze market and partner insights to educate internal teams and influence product roadmaps
• 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)