Senior Lead, Enterprise Partnerships & Strategy

About the role

MZLA is entering a new phase of growth as it brings Thunderbird, Thunderbolt, and other current and future products and services into the enterprise market. Our enterprise approach will be partner-led, with external partners leading sales, implementation, and ongoing customer relationships while MZLA provides the products, technical expertise, and subject-matter knowledge needed for success. We are looking for a Senior Lead, Enterprise Partnerships & Strategy to add dedicated partnership and commercial expertise to work already underway.

You will partner closely with the CEO, senior leadership, and cross-functional teams to shape MZLA’s enterprise strategy, evaluate opportunities, develop partnership and commercial models, shape pricing and packaging, and advance a cohesive enterprise offering across our products and services. This is not a traditional sales or account-management role. The focus is on building MZLA’s partner-led enterprise approach, including partnership strategy, commercial models, pricing, and coordination across product and technical teams; external partners will lead direct sales and ongoing customer relationships. This is a hands-on role in a lean environment. It is an individual contributor role focused on doing the work directly, not on building or managing an enterprise team.

Success will require someone who can operate credibly with senior leaders and external partners while remaining closely involved in the analysis, preparation, coordination, negotiation, and follow-through needed to move opportunities forward and build a more repeatable enterprise approach. This role requires regular working-hour overlap with colleagues in North American time zones, as well as flexibility to meet with partners and stakeholders across Europe. This role will also include periodic travel, including international, to meet with partners, prospective customers and represent MZLA at relevant industry events.

What You’ll Do

• Help define and execute an enterprise strategy across MZLA’s products and services.
• Translate digital sovereignty priorities into clear enterprise and partnership requirements.
• Identify, evaluate, and advance enterprise opportunities and strategic partnerships, particularly in Europe and other sovereignty-focused markets.
• Work with stakeholders to clarify roles across MZLA, external partners, and other Mozilla entities.
• Develop pricing, packaging, licensing, reseller, revenue-sharing, support, implementation, and other commercial models.
• Lead or support partner negotiations and senior-level commercial discussions.
• Work closely with product and engineering teams to understand capabilities, deployment options, integrations, security and privacy considerations, support requirements, and roadmap dependencies.
• Translate technical capabilities into clear enterprise propositions and partner plans.
• Build practical processes and decision frameworks that support repeatable execution and help ensure external commitments remain realistic and supportable.

What You Bring

• 15+ years of relevant professional experience, including substantial experience working with enterprise software, developer platforms, infrastructure, AI, data platforms, or similarly technical B2B technology products.
• Experience building a new partnership, enterprise, platform, or commercial capability in a partner-led environment.
• Experience working with European enterprises, public-sector organizations, regulated institutions, technology partners, or similarly complex stakeholders.
• Strong understanding of digital sovereignty and the commercial, technical, regulatory, legal, and procurement considerations shaping technology decisions in Europe.
• Experience working through resellers, systems integrators, implementation partners, or similar partner-led enterprise models.
• Demonstrated experience developing and negotiating pricing, packaging, licensing, reseller, revenue-sharing, implementation, support, or similar commercial models, with strong judgment around enterprise buying processes, deal economics, negotiation strategy, and complex procurement.
• Technical and product fluency sufficient to work credibly with engineering, product, partner, and enterprise stakeholders and discuss integrations, deployment models, security, privacy, implementation requirements, and technical tradeoffs.
• Strong executive communication, relationship-management, facilitation, and negotiation skills.
• Ability to bring structure to ambiguous opportunities and move comfortably between strategy and detailed execution.
• A collaborative, low-ego working style and the ability to influence without formal authority.
• Strong alignment with Mozilla’s mission and values, including openness, privacy, user agency, trust, and long-term sustainability.
• Ability and willingness to travel periodically, including internationally.

Bonus points for

• Experience with on-premises, self-hosted, private-cloud, in-region, or other customer-controlled deployment models.
• Experience with open-source software, open standards, or open technology ecosystems.
• Familiarity with AI-enabled software, enterprise search, knowledge systems, communications platforms, productivity tools, or privacy-oriented technology.
• Experience building partnerships or enterprise initiatives in an early-stage company, new business unit, or newly established function.
• Experience coordinating partnerships across affiliated organizations or a portfolio of related products.

About You

You are a strategic thinker who is equally comfortable working in the details. You know that successful partnerships depend on more than strong relationships: they require sound product judgment, clear commercial models, technical credibility, and disciplined execution. You understand that enterprise technology decisions are shaped not only by features and price, but also by control, jurisdiction, trust, interoperability, and long-term technology dependence. You can translate those considerations into practical enterprise and partnership strategies without overstating what a product or organization can deliver. You are comfortable representing an organization in senior external conversations while remaining hands-on with pricing, preparation, technical dependencies, coordination, and follow-through. You are motivated by building a durable enterprise capability in a lean environment rather than inheriting a mature program or immediately building a large team.

Work environment

This is a full-time, fully remote position. You’ll work with colleagues, partners, and customers across multiple countries and time zones, so strong communication and documentation skills are essential.

Compensation & Benefits

• Base salaries benchmarked to local markets at the 60th percentile of the peer market.
• Salary range for this role: US: $175,000–$220,000 USD.
• Salaried, non-commissioned role eligible for MZLA’s annual discretionary bonus program.

Work & career

• Fully remote work & schedule flexibility
• Company-provided laptop
• Annual bonus program
• Monthly remote work stipend
• Annual professional development stipend
• Access to Coursera learning platform
• Industry conferences
• Company all-hands and team gatherings

Rest & play

• 24 days PTO per year (prorated)
• Your birthday
• Year-end company shutdown
• 9 wellbeing days
• Public holidays
• Other paid leave
• Quarterly wellbeing stipend for personal / family activities

Health & family

• 401(k) contributions
• Health, dental, & vision insurance
• Disability insurance
• Life insurance
• Employee assistance program
• Paid parental leave
• Paid sick days