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Website: mozilla.org
The Mozilla Corporation is a wholly owned taxable subsidiary of the Mozilla Foundation that coordinates and integrates the development of Internet-related applications such as the Firefox web browser, by a global community of open-source developers, some of whom are employed by the corporation itself. The corporation also distributes and promotes these products. Unlike the non-profit Mozilla Foundation, and the Mozilla open source project, founded by the now defunct Netscape Communications Corporation, the Mozilla Corporation is a for-profit entity. The Mozilla Corporation …
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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…
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