Note: The job is a remote job and is open to candidates in USA. Mozilla Corporation is the non-profit-backed technology company that has shaped the internet for the better over the last 25 years. They are seeking a Senior Business Development Manager to own the customer, partner, and early revenue side of their go-to-market motion, identifying high-potential design partners and converting early customer demand into commercial deployment.
Responsibilities
- 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
Skills
- 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
- 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)
Company Overview