Senior Pre-Sales Manager

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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 this team and role:

Mozilla’s global 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 newly-acquired Fakespot. Our Sales team develops and delivers new revenue opportunities in alignment with these product teams. We are seeking an outstanding Sales Marketing professional to support the team in driving expansion for Mozilla’s thoughtful Advertising business and long-term revenue growth objectives!

You will manage pre-sales activities and day-to-day marketing efforts for the global Sales team, working across functions to expedite and optimize sales enablement. The role requires someone who is thorough, pays attention to detail, works with urgency and approaches problems in a structured, holistic manner. Because the teams are small and growing, with new products and features coming online in quick succession, you will need to become comfortable with ambiguity. You are organized and excited to partner with Sales, Business Development, Operations, Data Science, Finance and multiple Product and Engineering teams to help us grow this promising area of Mozilla’s business. This role will require you to have a keen understanding of online advertising and the ability to work with technical, legal and business partners.

What you’ll do:

• Project manage pre-sale activities (e.g., support pipeline generation, beta program), focused on fresh and effective sales and marketing materials (some bespoke)
• Create and execute Account Based Marketing programs
• Responsible for generating new business opportunities by qualifying leads and prospecting through existing business accounts to engage with potential buyers.
• Create and manage programs to ensure that the team’s pipeline goals are met
• Occasional reporting - help field reps by generating and pulling reports to support sales efforts
• In concert with sales team, advocate for new features, products and offerings
• Support market and opportunity assessment
• Compile and communicate trends, market and client insights for internal action / decision (e.g., recommendations for features, products, policies, market entry, etc)
• Provide domain expertise on the evolving online advertising space
• Occasionally assist sales reps in structuring and executing commercial agreements with clients and partners

What you'll bring:

• BS/BA degree required
• 5+ years of professional experience in online Advertising Sales
• Significant prospecting experience
• Knowledge of various advertising and business models and approaches; quantitatively oriented in assessing opportunities and structuring agreements
• Experience collaborating with cross-functional internal stakeholders
• Demonstrated know-how in supporting a global sales team
• Comfortable with mature and emerging products and tech
• 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., direct and concise storytelling ability
• Able to work remotely and travel when needed

What you’ll get:

• Generous performance-based bonus plans to all eligible employees - we share in our success