Senior Business Development Manager, New Products

Mozilla is hiring a Senior Business Development Manager for New Products—a full-time remote role driving customer acquisition and revenue strategy for our pioneering browser automation platform. You'll identify market opportunity, build enterprise partnerships, and translate customer demand into commercial success in an emerging category.

What This Role Involves

This role leads commercial development for Mozilla's newest infrastructure offering. You're tasked with discovering which organizations most need trusted browser automation capabilities, converting early interest into pilots and contracts, and establishing what the market for this category will become. You'll sit at the intersection of customer needs, technical product capability, and partnership potential, working in a startup-like environment where the business model, pricing, and go-to-market approach are still being shaped by real market signals.

Day-to-Day Responsibilities

• Cultivate relationships with prospective customers to learn their technical needs, workflow constraints, procurement requirements, and decision-making structure
• Scout for and engage potential design partners in sectors including AI, developer platforms, enterprise process automation, quality assurance, and browser-based applications
• Conduct discovery conversations that expose customer problems, quantify their business impact, identify buying criteria, and establish a clear progression from initial meeting to pilot program, commercial trial, or signed agreement
• Feed customer insights back to engineering and product teams to help prioritize development roadmap against real market demand
• Execute and close partnership agreements, proof-of-concept contracts, design partner arrangements, and commercial terms
• Facilitate product walkthroughs, technical evaluations, and pilot programs with early customers
• Build co-selling and integration partnerships with vendors in AI infrastructure, development tools, edge networks, authentication, threat detection, and major web platforms
• Navigate complex, multi-stakeholder buying processes involving key contacts, budget holders, and teams responsible for security and vendor management
• Maintain continuous collaboration with the engineering team to bring customer feedback into product decisions and launch planning

Who We're Looking For

• Sales or business development experience in technical categories—infrastructure software, cloud services, AI, automation tools, security products, browser technology, or comparable complex, technical products
• Track record in enterprise or technical sales, solutions architecture, or partnership strategy, particularly in environments where the product and buyer profile were not yet fully mature
• Comfort operating effectively in genuinely early-stage ventures where pricing, go-to-market positioning, market definition, and sales methodology remain fluid and customer-driven
• Genuine technical depth; ability to engage substantively with engineering teams and enterprise technical stakeholders about architecture, performance, security posture, deployment methods, and architectural tradeoffs
• Demonstrated success in discovering customer problems, developing a qualified sales pipeline, running and closing customer pilots, and converting sophisticated technical evaluations into signed commercial arrangements
• Ability to lead sophisticated, high-stakes customer conversations in circumstances where a proven playbook doesn't yet exist
• Strong written and verbal communication, genuine capability in building trust and influence with senior technologists and business executives
• Self-directed execution with strong ownership mindset
• Openness to travel for customer engagements and industry events

About Mozilla

For 25 years, Mozilla has worked to shape the internet as a platform that serves people rather than extracting value from them. Mozilla Corporation, backed by the nonprofit Mozilla Foundation, builds and distributes open-source software that gives people control over their online experience. Firefox, our consumer browser, reaches over 225 million active monthly users globally. Today, Mozilla is expanding into adjacent areas like AI, digital privacy, social infrastructure, and security—all grounded in our commitment to an internet built for human flourishing. You'll be part of the New Products organization, an internal venture studio where small teams incubate and launch high-potential new initiatives. Mozilla is an equal opportunity employer and actively encourages applications from members of underrepresented groups, including women, people of color, Indigenous peoples, LGBTQ+ individuals, and people with disabilities.

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