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. What You’ll Help Build: 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. What you'll do: - 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 What you'll bring: - 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