Business Development Lead
Mozilla
Salary
💰 €88,000 - €128,000 per year
Job Level
Senior
About the role
- 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
- Partner closely with Marketing, Product, and Legal/Security; report into the Firefox Enterprise leadership team and operate as an individual contributor focused on scaling enterprise adoption
Requirements
- 7+ years of enterprise software sales/business development experience in Europe with consistent full-cycle, quota-carrying success
- 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
