Description:
We’re now seeking a Business Development Lead (Individual Contributor) to drive enterprise adoption of Firefox across Europe. This role focuses on building pipelines, running full-cycle opportunities, and landing initial wins that expand into scalable, repeatable growth! You’ll partner closely with Marketing, Product, and Legal/Security, and report into the Firefox Enterprise leadership team.
What You’ll Do
- Own pipeline generation and full-cycle deals for Firefox Enterprise across Europe - from outbound prospecting and event follow-ups to qualification, pilots/POCs, negotiation, and close.
- Build a healthy, self-sourced pipeline through targeted outreach, industry events, partner referrals, and inbound qualification.
- Engage CIO/CISO/IT stakeholders with value-based discovery, tailored demos, and multi-threaded account strategies; develop champions and map decision processes.
- Navigate procurement, GDPR/InfoSec/privacy reviews, and contractual terms (including DPAs and security addenda) in partnership with Legal, Security, and Finance.
- Drive land-and-expand motions: pilot initial deployments, grow seat counts and enterprise support, and support renewals alongside Account Management/Customer Success.
- Create and iterate early playbooks (ICP, talk tracks, objection handling, ROI/TCO models) to establish repeatable motions in the region.
- Maintain rigorous CRM hygiene and forecast accuracy for your book; track pipeline health, conversion rates, sales cycle length, and ARR.
- Collaborate with Marketing on European demand gen, localized collateral, and events; represent Mozilla at conferences and customer forums.
- Build and manage a selective network of European channel partners (resellers/MSPs/SIs) to extend reach and accelerate deals.
- Champion Mozilla’s privacy-first values in every interaction and ensure compliance with relevant regulations and internal policies.
What You’ll Bring
- 7+ years of enterprise software sales/business development experience in Europe with consistent full-cycle, quota-carrying success; experience in security/IT tooling or adjacent domains is a plus.
- Proven record of sourcing and closing complex, multi-stakeholder enterprise deals (often six-figure ARR) and managing pilots/POCs to successful rollout.
- Credibility selling to CIOs, CISOs, and IT administrators; familiarity with public-sector procurement in the EU/UK (frameworks, tenders) is advantageous.
- Strong analytical and commercial skills: size opportunities, build ROI/TCO cases, and forecast with precision using CRM and BI tools.
- Excellent communication skills with the ability to engage both technical and executive audiences; fluent English required, French and/or German strongly preferred (additional European languages a plus).
- Self-starter who thrives as a founding individual contributor: proactive prospecting, disciplined execution, and comfort operating in ambiguity.
- Strong alignment with Mozilla’s values: purpose-driven work, transparency, diversity, and putting people before profit.
What You’ll Get
- Generous performance-based bonus plans to all eligible employees - we share in our success as one team
- Rich medical, dental, and vision coverage
- Generous retirement contributions with 100% immediate vesting (regardless of whether you contribute)
- Quarterly all-company wellness days where everyone takes a pause together
- Country specific holidays plus a day off for your birthday
- One-time home office stipend
- Annual professional development budget
- Quarterly well-being stipend
- Considerable paid parental leave
- Employee referral bonus program
- Other benefits (life/AD&D, disability, EAP, etc. - varies by country)