Senior Business Development Manager, New Products

Mozilla

Senior Business Development Manager leading revenue initiatives for Mozilla's browser automation infrastructure. Engaging with customers and partners to develop high-potential design and commercial relationships.

Posted 7/9/2026full-timeRemote • 🇨🇦 CanadaSenior💰 CA$129,000 - CA$189,000 per yearWebsite

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Build deep relationships with early customers to understand their automation workflows, technical constraints, security requirements, and buying process
Identify, engage, and develop pipeline with early design partners across AI, developer tools, enterprise automation, QA, and browser-native application teams
Identify customer pain, quantify business value, define decision criteria, and create a clear path from exploratory conversation to pilot, paid engagement, or longer-term commercial agreement.
Translate customer needs into clear product input for engineering and help prioritize the capabilities required for production use
Close LOIs, proof-of-concept agreements, pilot commitments, design partner agreements, and early commercial contracts.
Support product demonstrations, proofs of concept, and early customer trials
Identify partnership opportunities with AI platforms, developer tools companies, CDNs, identity providers, bot-management vendors, and large web platforms
Run multi-threaded enterprise cycles across champions, economic buyers, and security and procurement stakeholders
Partner closely with engineering in a tight feedback loop, sitting directly with the team to shape the roadmap from live customer conversations

Requirements

What you’ll need

Experience in customer-facing revenue roles within developer infrastructure, cloud infrastructure, AI, automation, security, browser technology, or other deep technical products
Background in business development, enterprise sales, technical sales, solutions engineering or strategic partnerships
Experience in an early-stage or 0-to-1 environment where the product, buyer, pricing, and sales motion were still being defined
Strong technical fluency and ability to engage with engineers and technical buyers on architecture, reliability, security, deployment, and integration tradeoffs
Proven ability to identify customer pain, build pipeline, run pilots, and convert complex technical engagements into commercial wins
Comfort navigating ambiguous and high-stakes customer conversations without a fully defined playbook.
Clear communication skills, strong relationship-building ability, and comfort operating with senior technical and executive stakeholders
High agency and execution focus
This role may require travel for customer meetings and industry events

Benefits

Comp & perks

Generous performance-based bonus plans to all eligible employees - we share in our success as one team
Rich medical, dental, and vision coverage
Generous retirement contributions with 100% immediate vesting (regardless of whether you contribute)
Quarterly all-company wellness days where everyone takes a pause together
Country specific holidays plus a day off for your birthday
One-time home office stipend
Annual professional development budget
Quarterly well-being stipend
Considerable paid parental leave
Employee referral bonus program
Other benefits (life/AD&D, disability, EAP, etc. - varies by country)

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Hard Skills & Tools

Technical FluencyPipeline DevelopmentProof-of-Concept AgreementsCommercial ContractsCustomer TrialsAutomation WorkflowsSecurity RequirementsIntegration TradeoffsArchitecture EngagementDeployment Strategies

Soft Skills

Clear Communication SkillsHigh AgencyExecution FocusComfort with AmbiguityRelationship Building