Senior Business Development Manager, New Products
$142,000–$189,000 year
RemoteCanada
Job Summary
Build deep relationships with early customers to understand their automation workflows, technical constraints, and buying processes. Identify and develop pipeline with design partners across AI, developer tools, and enterprise automation teams while quantifying business value and defining decision criteria. Close LOIs, proof-of-concept agreements, pilot commitments, and early commercial contracts through multi-threaded enterprise cycles involving champions, economic buyers, and security stakeholders. Translate customer needs into clear product input to help prioritize engineering capabilities and shape the roadmap from live conversations. Partner closely with engineering to support product demonstrations and early customer trials, identifying opportunities with AI platforms and infrastructure vendors. This role sits within Mozilla's New Products organization, an internal incubator for high-potential ventures building browser automation infrastructure for web testing and AI agents.
Required Qualifications
- 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
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