Business Development Lead

Mozilla Corporation is a 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.We’re now seeking a Business Development Lead (Individual Contributor) to drive enterprise adoption of Firefox across Europe. This role focuses on building pipelines, running full-cycle opportunities, and landing initial wins that expand into scalable, repeatable growth You’ll partner closely with Marketing, Product, and Legal/Security, and report into the Firefox Enterprise leadership team.About This Team And RoleWe’re looking for someone to own pipeline generation and full-cycle deals for Firefox Enterprise across Europe - from outbound prospecting and event follow-ups to qualification, pilots/POCs, negotiation, and close.Build a healthy, self-sourced pipeline through targeted outreach, industry events, partner referrals, and inbound qualification.Engage CIO/CISO/IT stakeholders with value-based discovery, tailored demos, and multi-threaded account strategies; develop champions and map decision processes.Navigate procurement, GDPR/InfoSec/privacy reviews, and contractual terms (including DPAs and security addenda) in partnership with Legal, Security, and Finance.Drive land-and-expand motions: pilot initial deployments, grow seat counts and enterprise support, and support renewals alongside Account Management/Customer Success.Create and iterate early playbooks (ICP, talk tracks, objection handling, ROI/TCO models) to establish repeatable motions in the region.Maintain rigorous CRM hygiene and forecast accuracy for your book; track pipeline health, conversion rates, sales cycle length, and ARR.Collaborate with Marketing on European demand gen, localized collateral, and events; represent Mozilla at conferences and customer forums.Build and manage a selective network of European channel partners (resellers/MSPs/SIs) to extend reach and accelerate deals.Champion Mozilla’s privacy-first values in every interaction and ensure compliance with relevant regulations and internal policies.What You’ll Bring7+ years of enterprise software sales/business development experience in Europe with consistent full-cycle, quota-carrying success; experience in security/IT tooling or adjacent domains is a plus.Proven record of sourcing and closing complex, multi-stakeholder enterprise deals (often six-figure ARR) and managing pilots/POCs to successful rollout.Credibility selling to CIOs, CISOs, and IT administrators; familiarity with public-sector procurement in the EU/UK (frameworks, tenders) is advantageous.Strong analytical and commercial skills: size opportunities, build ROI/TCO cases, and forecast with precision using CRM and BI tools.Excellent communication skills with the ability to engage both technical and executive audiences; fluent English required, French and/or German strongly preferred (additional European languages a plus).Self-starter who thrives as a founding individual contributor: proactive prospecting, disciplined execution, and comfort operating in ambiguity.Strong alignment with Mozilla’s values: purpose-driven work, transparency, diversity, and putting people before profit.What You’ll GetGenerous performance-based bonus plans to all eligible employees - we share in our success as one teamRich medical, dental, and vision coverageGenerous retirement contributions with 100% immediate vesting (regardless of whether you contribute)Quarterly all-company wellness days where everyone takes a pause togetherCountry specific holidays plus a day off for your birthdayOne-time home office stipendAnnual professional development budgetQuarterly well-being stipendConsiderable paid parental leaveEmployee referral bonus programOther benefits (life/AD&D, disability, EAP, etc. - varies by country)Commitment to diversity, equity, inclusion, and belongingMozilla understands that valuing diverse creative practices and forms of knowledge are crucial to and enrich the company’s core mission. We encourage applications from everyone, including members of all equity-seeking communities, such as (but certainly not limited to) women, racialized and Indigenous persons, persons with disabilities, persons of all sexual orientations, gender identities, and expressions.We will ensure that qualified individuals with disabilities are provided reasonable accommodations to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment, as appropriate. Please contact us at hiringaccommodation@mozilla.com to request accommodation.We are an equal opportunity employer. We do not discriminate on the basis of race (including hairstyle and texture), religion (including religious grooming and dress practices), gender, gender identity, gender expression, color, national origin, pregnancy, ancestry, domestic partner status, disability, sexual orientation, age, genetic predisposition, medical condition, marital status, citizenship status, military or veteran status, or any other basis covered by applicable laws. Mozilla will not tolerate discrimination or harassment based on any of these characteristics or any other unlawful behavior, conduct, or purpose. #J-18808-Ljbffr