Senior Business Development Lead

Summary

Join Mozilla's Business Development team as a leader responsible for building a pipeline of new partnerships, focusing on AI and beyond. You will drive new AI partnerships, becoming the go-to expert on commercial and non-commercial opportunities. This role involves working across product lines and teams to pursue growth activities, owning recommendations and solutions for significant value for users, partners, and Mozilla. You will need to be adept at sizing opportunities with analytical rigor and modeling, presenting compelling executive-ready recommendations. The position requires a self-starter comfortable with ambiguity, reporting to the Senior Manager of Business Development. This role offers the chance to make a difference in the lives of web users and contribute to Mozilla's mission of making the internet better for people.

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)