Senior Business Development Manager

Responsibilities

• Build deep relationships with early customers to understand automation workflows, technical constraints, and security requirements
• Identify, engage, and develop pipeline with design partners across AI, developer tools, and enterprise automation
• Quantify business value and create paths from exploratory conversations to paid engagements or commercial agreements
• Translate customer needs into product input for engineering to prioritize production capabilities
• Close LOIs, proof-of-concept agreements, and early commercial contracts
• Support product demonstrations, proofs of concept, and early customer trials
• Identify partnership opportunities with AI platforms, developer tools, and web platforms
• Run multi-threaded enterprise cycles across champions, economic buyers, and procurement stakeholders
• Partner closely with engineering to shape the product roadmap from live customer conversations

Requirements

• Experience in customer-facing revenue roles within developer infrastructure, cloud, AI, automation, or security
• Background in business development, enterprise sales, technical sales, or strategic partnerships
• Experience in an early-stage or 0-to-1 environment defining product and sales motion
• Strong technical fluency to engage with engineers on architecture, reliability, and security
• Proven ability to build pipeline and convert complex technical engagements into commercial wins
• Ability to navigate ambiguous, high-stakes customer conversations
• High agency and execution focus
• Willingness to travel for customer meetings and industry events

About the Company

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 focus on diverse areas including AI, social media, and security.