Senior Lead, Enterprise Partnerships & Strategy

Mozilla
United States
Workplace: RemoteFull timeUSD 175,000 - 220,000 annuallyFunction: Business Development & PartnershipsSkills: ["Executive communication","Relationship management","Facilitation","Negotiation","Structured thinking","Ability to influence without authority","Collaborative low-ego work style","Hand-on execution"]

Drive and execute an enterprise strategy for Thunderbird and related products by partnering with the CEO, senior leadership, and cross-functional teams. Translate digital sovereignty priorities into enterprise partnership requirements, identify and evaluate opportunities (especially in Europe), and build repeatable partner processes. Own commercial model development—pricing, packaging, licensing, and revenue sharing—and lead negotiations while translating technical capabilities into compelling enterprise propositions.

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FursaFursa
Mozilla
Mozilla
1 day ago

Senior Lead, Enterprise Partnerships & Strategy

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Source: Company careers pageValidated by: Fursa AI
Last checked: 3 hours agoStatus: Live

Job Summary

Drive and execute an enterprise strategy for Thunderbird and related products by partnering with the CEO, senior leadership, and cross-functional teams. Translate digital sovereignty priorities into enterprise partnership requirements, identify and evaluate opportunities (especially in Europe), and build repeatable partner processes. Own commercial model development—pricing, packaging, licensing, and revenue sharing—and lead negotiations while translating technical capabilities into compelling enterprise propositions.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Business Development & Partnerships

Key Responsibilities

  • •Help define and execute an enterprise strategy across MZLA’s products and services.
  • •Translate digital sovereignty priorities into enterprise and partnership requirements.
  • •Identify, evaluate, and advance enterprise opportunities and strategic partnerships, particularly in Europe.
  • •Develop commercial models including pricing, packaging, licensing, reseller arrangements, revenue-sharing, support, and implementation.
  • •Lead or support partner negotiations and senior-level commercial discussions, coordinating across product and engineering teams.
Travel: Medium travel

Pay and Benefits

Salary: USD 175,000 - 220,000 annually
Perks:Remote WorkHealth InsuranceDentalVision401kPaid LeavePaid ParentalPaid SickLearning Budget

Key Requirements

  • •15+ years of experience in product or strategic partnerships, enterprise strategy, commercial strategy, or technical business development.
  • •Experience building a new partnership/enterprise/platform/commercial capability in a partner-led environment.
  • •Experience working with European enterprises, public-sector organizations, regulated institutions, and complex technology partners.
  • •Strong understanding of digital sovereignty and the commercial, technical, regulatory, legal, and procurement factors shaping European technology decisions.
  • •Demonstrated experience developing and negotiating pricing, packaging, licensing, reseller, revenue-sharing, and implementation/support commercial models.
Experience:Open-source softwareEnterprise softwarePartnershipsDigital sovereigntySaaSCommunications technology
Skills:Executive communicationRelationship managementFacilitationNegotiationStructured thinkingAbility to influence without authorityCollaborative low-ego work styleHand-on execution

Eligibility

Work Authorization:Authorization required. Sponsorship not provided.

Company Brief

Mozilla
Mozilla is a mission-driven organization that builds open-source internet products (notably the Firefox browser) and advocates for an open, private, and secure web through software, research, and community programs.
Industry: Enterprise Software
Company Size: Large (251 to 1,000 employees)
Growth: Nonprofit & NGO
Headquarters: San Francisco, United States
Founded: 1998
Glassdoor
Glassdoor: 2.9
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