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Mozilla Logo Mozilla · IT - Software Development

Senior Business Development Manager, New Products

United States; Canada · Job Posted July 13, 2026
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Job Description

Mozilla is building a new browser infrastructure platform for the next generation of web automation. We are looking for a Business Development Lead to own the customer, partner, and early revenue side of our go-to-market motion. You will identify high-potential design partners, build and manage pipeline, run discovery and technical sales cycles, shape pilot programs, and convert early customer demand into commercial deployment. This is a top-down, enterprise-led motion supported by strategic partnerships. You'll move deals from exploratory conversation to LOI, POC, pilot, and early commercial contract, while developing co-sell and integration partnerships with AI platforms and infrastructure vendors. This role sits within Mozilla's New Products organization, which operates as an internal incubator for high-potential ventures. You will be joining a fast-paced, autonomous team. The role is ideal for someone who can sell a technical product before the sales playbook exists, and turn ambiguous market signals into a focused customer and revenue strategy.

Job Responsibility

  • 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

  • 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

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)
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