Senior Lead, Enterprise Partnerships & Strategy

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 in product or strategic partnerships, enterprise strategy, commercial strategy, or technical business development.
• 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.
• Experience with technically complex software products, platforms, infrastructure, AI-enabled systems, communications technology, security, or privacy technology, with the technical and product fluency to work credibly with engineering, product, partner, and enterprise stakeholders.
• 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.