Business Development Manager

Mozilla is building a new browser infrastructure platform for the next generation of web automation. We are looking for a Business Development Lead to own the customer, partner, and early revenue side of our go-to-market motion. You will identify high-potential design partners, build and manage pipeline, run discovery and technical sales cycles, shape pilot programs, and convert early customer demand into commercial deployment. This is a top-down, enterprise-led motion supported by strategic partnerships. You'll move deals from exploratory conversation to LOI, POC, pilot, and early commercial contract, while developing co-sell and integration partnerships with AI platforms and infrastructure vendors. This role sits within Mozilla’s New Products organization, which operates as an internal incubator for high-potential ventures. You will be joining a fast-paced, autonomous team. The role is ideal for someone who can sell a technical product before the sales playbook exists, and turn ambiguous market signals into a focused customer and revenue strategy. You will help define the market for trusted browser automation infrastructure. The platform is designed for web automation across testing, internal workflows, browser-native applications, and AI agents that need to read, navigate, and act on the web. Mozilla brings a unique starting point to this space through Gecko, Firefox, WebDriver BiDi, Firefox DevTools, MDN, and its trusted position in the open web. Your work will help turn those assets into customer value, early revenue, and a repeatable sales motion. You will build deep relationships with early customers to understand their automation workflows, technical constraints, security requirements, and buying process. You will identify, engage, and develop pipeline with early design partners across AI, developer tools, enterprise automation, QA, and browser-native application teams. You will 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. You will translate customer needs into clear product input for engineering and help prioritize the capabilities required for production use. You will close LOIs, proof-of-concept agreements, pilot commitments, design partner agreements, and early commercial contracts. You will support product demonstrations, proofs of concept, and early customer trials. You will identify partnership opportunities with AI platforms, developer tools companies, CDNs, identity providers, bot-management vendors, and large web platforms. You will run multi-threaded enterprise cycles across champions, economic buyers, and security and procurement stakeholders. You will partner closely with engineering in a tight feedback loop, sitting directly with the team to shape the roadmap from live customer conversations. You will bring experience in customer-facing revenue roles within developer infrastructure, cloud infrastructure, AI, automation, security, browser technology, or other deep technical products. You will have a background in business development, enterprise sales, technical sales, solutions engineering or strategic partnerships. You will have experience in an early-stage or 0-to-1 environment where the product, buyer, pricing, and sales motion were still being defined. You will possess strong technical fluency and the ability to engage with engineers and technical buyers on architecture, reliability, security, deployment, and integration tradeoffs. You will have a proven ability to identify customer pain, build pipeline, run pilots, and convert complex technical engagements into commercial wins. You will be comfortable navigating ambiguous and high-stakes customer conversations without a fully defined playbook. You will have clear communication skills, strong relationship-building ability, and comfort operating with senior technical and executive stakeholders. You will have high agency and execution focus. This role may require travel for customer meetings and industry events. You will get generous performance-based bonus plans, rich medical, dental, and vision coverage, generous retirement contributions, quarterly wellness days, country-specific holidays plus a birthday day off, a home office stipend, annual professional development budget, quarterly well-being stipend, paid parental leave, employee referral bonus, and other benefits. Mozilla is committed to diversity, equity, inclusion, and belonging, encouraging applications from all communities and providing accommodations for applicants with disabilities. Why Mozilla? Mozilla is a non-profit-backed technology company shaping the internet for the better. We make brands like Firefox, the privacy-minded web browser. With over 225 million users monthly, we focus on AI, social media, security, and more, aiming to make the internet better for people. We are owned by the Mozilla Foundation, a non-profit, and design open-source software for the open web. About the team, you will build a new browser infrastructure platform for web automation, working with Gecko, Firefox, WebDriver BiDi, and other assets. You will develop the market for trusted browser automation infrastructure, turning Mozilla’s assets into customer value and revenue. You will build relationships with early customers, identify pain points, and convert technical engagements into commercial wins. You will support product demos, shape the roadmap, and develop partnerships with AI platforms and web vendors. You will operate in a fast-paced, autonomous environment, ideal for someone who can sell technical products early in their lifecycle. Why join Mozilla? You will be part of a global impact organization with a flexible work environment, paid parental leave, professional development support, and a mission-driven culture.