Senior Business Development Lead

Summary

Join Mozilla's Business Development team as a leader responsible for building a pipeline of new partnerships. You will develop and manage a pipeline of search advertising and AI partnership opportunities, vetting potential partnerships based on strategic fit and revenue potential. The role involves cross-functional collaboration to drive agreement on high-impact opportunities, building relationships with potential partners, and leading negotiations to secure agreements. You will gather market intelligence, contribute to the overall growth plan, and present compelling recommendations to executive audiences. This position requires a self-starter with strong analytical and communication skills and experience in business development or a related field.

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)