Business Development Rep

• 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

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