Business Development Lead Job at Mozilla

Business Development Lead

Mozilla

Location:
United Kingdom

Category:
Sales

Contract Type:
Not provided

Salary:

95000.00 - 139000.00 GBP / Year

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Job Description:

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.

Job Responsibility:

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

Requirements:

7+ 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

Nice to have:

experience in security/IT tooling or adjacent domains
familiarity with public-sector procurement in the EU/UK (frameworks, tenders)
French and/or German strongly preferred
additional European languages a plus

What we offer:

Generous performance-based bonus plans
Rich medical, dental, and vision coverage
Generous retirement contributions with 100% immediate vesting
Quarterly all-company wellness days
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)
Flexible work environment (majority of Mozillians work remotely)
Industry-leading paid parental leave (up to 26 weeks of fully paid leave for childbearing parents and up to 12 weeks for non-childbearing parents)
Reimbursement for professional development (up to $3,000/year)
A work setup including the latest hardware and software of your choice

Additional Information:

Job Posted:
January 02, 2026

Employment Type:

Fulltime

Work Type:

Remote work

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