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Senior Lead, Enterprise Partnerships & Strategy

2 weeks, 6 days ago
United States
Full-time
Lead
Business Development
Sales and Business Development
Apply Now
Mozilla

Mozilla

Mozilla, the maker of Firefox, is a non-profit organization ensuring an open, safe, and accessible internet for all users worldwide.

Internet Software & Services
251-1K
Founded 2005
$2M raised
View All Jobs 16

Description

  • Define and execute an enterprise strategy across MZLA’s products and services.
  • Translate digital sovereignty priorities into enterprise and partnership requirements.
  • Identify, evaluate, and advance enterprise opportunities and strategic partnerships, especially in Europe.
  • Clarify roles across MZLA, external partners, and affiliated Mozilla entities.
  • Develop pricing, packaging, licensing, reseller, revenue-sharing, support, and implementation models.
  • Lead or support partner negotiations and senior-level commercial discussions.
  • Collaborate with product and engineering teams on capabilities, deployment options, integrations, security, privacy, support, and roadmap dependencies.
  • Translate technical capabilities into enterprise propositions and partner plans.
  • Build repeatable processes and decision frameworks that support realistic, sustainable execution.
  • Represent MZLA with partners, prospective customers, and industry stakeholders, including through periodic international travel.

Requirements

  • 15+ years of relevant experience in strategic or product partnerships, enterprise strategy, commercial strategy, or technical business development.
  • Experience building a new partnership, enterprise, platform, or commercial capability in a partner-led environment.
  • Experience working with European enterprises, public-sector organizations, regulated institutions, or complex technology stakeholders.
  • Strong understanding of digital sovereignty and European commercial, technical, regulatory, legal, and procurement considerations.
  • Experience with resellers, systems integrators, implementation partners, or comparable partner-led enterprise models.
  • Experience developing and negotiating enterprise pricing, licensing, revenue-sharing, implementation, and support models.
  • Technical and product fluency with complex software, platforms, infrastructure, communications, security, privacy, or AI-enabled technology.
  • Strong executive communication, relationship management, facilitation, and negotiation skills.
  • Ability to structure ambiguous opportunities, work from strategy through execution, and influence without formal authority.
  • Willingness to travel periodically, including internationally; permanent work authorization in the specified country is required, with no visa sponsorship available.
  • Preferred: experience with self-hosted, private-cloud, in-region, open-source, open-standard, AI-enabled, or privacy-oriented technologies, or with early-stage enterprise initiatives.

Benefits

  • US salary range of $175,000–$220,000, plus eligibility for an annual discretionary bonus.
  • Fully remote work with schedule flexibility and a monthly remote-work stipend.
  • 24 days of PTO, 9 wellbeing days, birthday leave, year-end shutdown, public holidays, and other paid leave.
  • Health, dental, vision, disability, and life insurance, plus an employee assistance program.
  • 401(k) contributions, paid parental leave, and paid sick days.
  • Annual professional development stipend, Coursera access, industry conferences, and company gatherings.
  • Quarterly wellbeing stipend for personal or family activities.
  • Company-provided laptop.

Interested in this position?

Apply directly on the company website

Apply Now

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