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, 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