Senior Business Development Manager, New Products
$179,000–$238,000 year
RemoteUnited States
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. Close LOIs, proof-of-concept agreements, pilot commitments, and early commercial contracts while running multi-threaded enterprise sales cycles. Translate customer needs into clear product input for engineering and partner with AI platforms and infrastructure vendors to shape co-sell opportunities. Support product demonstrations and early customer trials to convert ambiguous market signals into a focused revenue strategy. This role sits within Mozilla's New Products organization, helping turn assets like Gecko and Firefox DevTools into customer value and repeatable sales motions.
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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