Senior Business Development Manager, New Products

Mozilla Corporation is the non-profit-backed technology company that has shaped the internet for the better over the last 25 years. They are seeking a Senior Business Development Manager to own the customer, partner, and early revenue side of their go-to-market motion, identifying high-potential design partners and converting early customer demand into commercial deployment.

Responsibilities:

• Build deep relationships with early customers to understand their automation workflows, technical constraints, security requirements, and buying process
• Identify, engage, and develop pipeline with early design partners across AI, developer tools, enterprise automation, QA, and browser-native application teams
• Identify customer pain, quantify business value, define decision criteria, and create a clear path from exploratory conversation to pilot, paid engagement, or longer-term commercial agreement
• Translate customer needs into clear product input for engineering and help prioritize the capabilities required for production use
• Close LOIs, proof-of-concept agreements, pilot commitments, design partner agreements, and early commercial contracts
• Support product demonstrations, proofs of concept, and early customer trials
• Identify partnership opportunities with AI platforms, developer tools companies, CDNs, identity providers, bot-management vendors, and large web platforms
• Run multi-threaded enterprise cycles across champions, economic buyers, and security and procurement stakeholders
• Partner closely with engineering in a tight feedback loop, sitting directly with the team to shape the roadmap from live customer conversations

Requirements:

• Experience in customer-facing revenue roles within developer infrastructure, cloud infrastructure, AI, automation, security, browser technology, or other deep technical products
• Background in business development, enterprise sales, technical sales, solutions engineering or strategic partnerships
• Experience in an early-stage or 0-to-1 environment where the product, buyer, pricing, and sales motion were still being defined
• Strong technical fluency and ability to engage with engineers and technical buyers on architecture, reliability, security, deployment, and integration tradeoffs
• Proven ability to identify customer pain, build pipeline, run pilots, and convert complex technical engagements into commercial wins
• Comfort navigating ambiguous and high-stakes customer conversations without a fully defined playbook
• Clear communication skills, strong relationship-building ability, and comfort operating with senior technical and executive stakeholders
• High agency and execution focus
• This role may require travel for customer meetings and industry events