Director, Advertising Sales

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Why Mozilla?

Mozilla Corporation is the non-profit-backed technology company that has shaped the internet for the better over the last 25 years. We make pioneering brands like Firefox, the privacy-minded web browser, and Pocket, a service for keeping up with the best content online. Now, with more than 225 million people around the world using our products each month, we’re shaping the next 25 years of technology and helping to reclaim an internet built for people, not companies. Our work focuses on diverse areas including AI, social media, security and more. And we’re doing this while never losing our focus on our core mission – to make the internet better for people.

The Mozilla Corporation is wholly owned by the non-profit 501(c) Mozilla Foundation. This means we aren’t beholden to any shareholders — only to our mission. Along with thousands of volunteer contributors and collaborators all over the world, Mozillians design, build and distribute open-source software that enables people to enjoy the internet on their terms.

About the team and role:

Mozilla’s Sales team is responsible for driving a key area of growth and investment across several advertising surfaces within Firefox, Pocket, Mozilla Developer Network (MDN) and the newly-acquired Fakespot. Our Sales team develops and delivers new revenue opportunities in alignment with these product teams. We are seeking an outstanding Sales Operations professional to lead the team in driving expansion for Mozilla’s thoughtful Advertising business and long-term revenue growth objectives.

You will help small, cross-functional teams to develop strategies to optimize products, services and technologies while drafting go-to-market plans. The role requires someone who is highly analytical and strategic, approaches problems in a structured manner, and is comfortable with ambiguity. You can see the big picture, imagine what’s possible, and apply your organized, linear thinking to helping partners and internal colleagues see it too. This role will require you to have a keen understanding of new technologies (instant communication, online payments, blockchain technologies, ecommerce, cloud computing) and the ability to work with technical, legal and business partners.

Are you excited to take on enormous challenges to make the user experience of the Internet meaningfully better? Are you comfortable challenging assumptions and the status quo to advocate for better products and services? Mozilla’s brand promise and market position afford an enormous opportunity, and your role will be to help us execute on that vision!

What you’ll do:

• As a coach/player, manage our small but impactful Sales team
• Define go-to-market strategy and monetization recommendations, including advocating for new features, products and offerings
• Own market and opportunity assessment; collaborate with our Sales Team Leaders, Advertising Product and Engineering teams as well as across Product team (eg Firefox)
• Formulate and test market entry hypotheses, and develop and communicate recommendations to product and engineering teams
• Provide subject matter authority and market insights on online advertising
• Identify, structure, negotiate and execute commercial agreements with clients and partners

What you’ll bring:

• Bachelor's degree or equivalent practical experience.
• 10+ years of experience in sales in online advertising, marketing, consulting, media, business development, or advertising agencies
• Experience leading a Sales team.
• Experience building a book of business.
• Experience driving fast results with established as well as new products
• Significant contract drafting and negotiation experience, from small, experimental trials to multi-year, multi-million dollar, international agreements
• Knowledge of various business frameworks and approaches; quantitatively oriented in assessing opportunities and structuring agreements
• Experience managing cross-functional internal stakeholders
• Demonstrated know-how in supporting direct reports with their professional development goals and empowering autonomy
• Leader by example, a model for how to build great relationships
• Keen sense of priorities, ownership, drive, independence, and flexibility
• A track record of good judgment and ability to execute effectively
• Excellent communication, persuasion and presentation skills, i.e., direc