Senior Business Development Lead

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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:

The Business Development (BD) team leads strategic and product partnerships, distribution, growth, and investment opportunities. We pay attention to emerging technologies and pursue new market opportunities in alignment with Mozilla's values and products. We work cross-functionally to develop and optimize features, products, and services for Mozilla’s users. Our broader team is both analytical and strategic, taking a pragmatic approach to driving high impact.

We want to add an outstanding leader to the team who can be responsible for building a pipeline of new partnerships in line with multiple company-wide goals. You'll work across product lines and teams in pursuit of growth activities. You will be responsible to own recommendations and solutions for ‘big ideas’ that represent significant value for users, partners, and Mozilla. You are adept at sizing opportunities with proven analytical rigor and modeling. You'll present compelling executive-ready recommendations supported by strategic, operational, and analytical evidence inclusive of cross-organizational input. The position requires someone who is a self-starter and approaches problems in a structured way but is comfortable with ambiguity. This role will report to the Senior Manager of Business Development.

What you’ll do:

• Pipeline development & management: Develop and run a pipeline of search advertising and AI partnership opportunities aligned to business goals; implement systems for tracking, measuring, and optimizing outreach and deal flow.
• Opportunity vetting: Develop scalable frameworks and processes to rapidly identify and size partnership opportunities based on strategic fit, revenue potential and risk.
• Stakeholder engagement: Work cross-functionally to drive education, agreement and consensus on high-impact opportunities; write comprehensive business cases to support internal decision-making.
• Partner management: Quickly build trust and cultivate strategic relationships with potential partners; develop and deliver polished pitch materials that clearly articulate the value of working with Mozilla.
• Deal execution: Lead sophisticated negotiations to land partner agreements, or transition to other team members as needed.
• Market intelligence: Gather and analyze market and partner insights to educate internal teams and influence product roadmaps.
• Strategy: Lead overall growth plan for new partnerships, and be a key contributor to special projects.

What you’ll bring:

• 8+ years of experience in business development, partnerships, B2B sales or a related field; knowledge of the search, AI and/or digital advertising industries is a plus.
• Opportunity sizing: Proven ability to efficiently size and progress opportunities with clarity and rigor.
• Communication: Expert at framing and communicating complex proposals via concise storytelling (live as well as in documents / slides); experienced in pitching to and successfully persuading executive audiences.
• Collaboration: Proven ability to proactively work across organizational