Senior Business Development Lead - New Partnerships - AI & Beyond

Why Mozilla?

Mozilla Corporation is the non-profit-backed technology company that has shaped the internet for the better over the last 25 years. We make pioneering brands like Firefox, the privacy-minded web browser. Now, with more than 225 million people around the world using our products each month, we’re shaping the next 25 years of technology and helping to reclaim an internet built for people, not companies. Our work focuses on diverse areas including AI, social media, security and more. And we’re doing this while never losing our focus on our core mission – to make the internet better for people. 

The Business Development (BD) team leads strategic and product partnerships, distribution, growth, and investment opportunities. We pay attention to emerging technologies and pursue new market opportunities in alignment with Mozilla's values and products. We work cross-functionally to develop and optimize features, products, and services for Mozilla’s users. Our broader team is both analytical and strategic, taking a pragmatic approach to driving high impact.

We want to add an outstanding leader to the team who can be responsible for building a pipeline of new partnerships in line with multiple company-wide goals.

We want to add an outstanding leader to the team who can be responsible for building and landing a pipeline of new partnerships in line with multiple company-wide goals. This role is expected to drive new AI partnerships and beyond - and become the go-to expert with product and leadership on commercial and non-commercial opportunities. The ideal candidate will have experience with AI partnerships, models, and related ecosystems.

You'll work across product lines and teams in pursuit of growth activities. You will be responsible to own recommendations and solutions for ‘big ideas’ that represent significant value for users, partners, and Mozilla. You are adept at sizing opportunities with proven analytical rigor and modeling. You'll present compelling executive-ready recommendations supported by strategic, operational, and analytical evidence inclusive of cross-organizational input. The position requires someone who is a self-starter and approaches problems in a structured way but is comfortable with ambiguity. This role will report to the Senior Manager of Business Development.

• New partnerships in AI will be a core focus of this role, with expansion into new search partnerships, ads, and specialized focus areas such as enterprise, among others.
• Pipeline development & management: 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
• 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.

• 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).

• 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)

Hiring Ranges: