Business Development Lead

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. 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: We’re now seeking a Business Development Lead (Individual Contributor) to drive enterprise adoption of Firefox across Europe. This role focuses on building pipelines, running full-cycle opportunities, and landing initial wins that expand into scalable, repeatable growth! You’ll partner closely with Marketing, Product, and Legal/Security, and report into the Firefox Enterprise leadership team. What you’ll do: Own pipeline generation and full-cycle deals for Firefox Enterprise across Europe – from outbound prospecting and event follow-ups to qualification, pilots/POCs, negotiation, and close. Build a healthy, self-sourced pipeline through targeted outreach, industry events, partner referrals, and inbound qualification. Engage CIO/CISO/IT stakeholders with value-based discovery, tailored demos, and multi-threaded account strategies; develop champions and map decision processes. Navigate procurement, GDPR/InfoSec/privacy reviews, and contractual terms (including DPAs and security addenda) in partnership with Legal, Security, and Finance. Drive land-and-expand motions: pilot initial deployments, grow seat counts and enterprise support, and support renewals alongside Account Management/Customer Success. Create and iterate early playbooks (ICP, talk tracks, objection handling, ROI/TCO models) to establish repeatable motions in the region. Maintain rigorous CRM hygiene and forecast accuracy for your book; track pipeline health, conversion rates, sales cycle length, and ARR. Collaborate with Marketing on European demand gen, localized collateral, and events; represent Mozilla at conferences and customer forums. Build and manage a selective network of European channel partners (resellers/MSPs/SIs) to extend reach and accelerate deals. Champion Mozilla’s privacy-first values in every interaction and ensure compliance with relevant regulations and internal policies. What you’ll bring: 7+ years of enterprise software sales/business development experience in Europe with consistent full-cycle, quota-carrying success; experience in security/IT tooling or adjacent domains is a plus. Proven record of sourcing and closing complex, multi-stakeholder enterprise deals (often six-figure ARR) and managing pilots/POCs to successful rollout. Credibility selling to CIOs, CISOs, and IT administrators; familiarity with public-sector procurement in the EU/UK (frameworks, tenders) is advantageous. Strong analytical and commercial skills: size opportunities, build ROI/TCO cases, and forecast with precision using CRM and BI tools. Excellent communication skills with the ability to engage both technical and executive audiences; fluent English required, French and/or German strongly preferred (additional European languages a plus). Self-starter who thrives as a founding individual contributor: proactive prospecting, disciplined execution, and comfort operating in ambiguity. Strong alignment with Mozilla’s values: purpose-driven work, transparency, diversity, and putting people before profit. What you’ll get: Generous performance-based bonus plans to all eligible employees – we share in our success as one team Rich medical, dental, and vision coverage Generous retirement contributions with 100% immediate vesting (regardless of whether you contribute) Quarterly all-company wellness days where everyone takes a pause together 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) About Mozilla Mozilla exists to build the Internet as a public resource accessible to all because we believe that open and free is better than closed and controlled. When you work at Mozilla, you give yourself a chance to make a difference in the lives of Web users everywhere. And you give us a chance to make a difference in your life every single day. Join us to work on the Web as the platform and help create more opportunity and innovation for everyone online. Commitment to diversity, equity, inclusion, and belonging Mozilla understands that valuing diverse creative practices and forms of knowledge are crucial to and enrich the company’s core mission. We encourage applications from everyone, including members of all equity-seeking communities, such as (but certainly not limited to) women, racialized and Indigenous persons, persons with disabilities, persons of all sexual orientations, gender identities, and expressions. We will ensure that qualified individuals with disabilities are provided reasonable accommodations to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment, as appropriate. Please contact us at [email protected] to request accommodation. We are an equal opportunity employer. We do not discriminate on the basis of race (including hairstyle and texture), religion (including religious grooming and dress practices), gender, gender identity, gender expression, color, national origin, pregnancy, ancestry, domestic partner status, disability, sexual orientation, age, genetic predisposition, medical condition, marital status, citizenship status, military or veteran status, or any other basis covered by applicable laws. Mozilla will not tolerate discrimination or harassment based on any of these characteristics or any other unlawful behavior, conduct, or purpose. Group: C #LI-REMOTE Req ID: R2933 Hiring Ranges: Remote France€76.000—€110.000 EUR