Senior Business Development Manager, New Products

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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© 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:

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.

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

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…