Senior Lead, Enterprise Partnerships – Strategy

This is a fully remote position, open to applicants in United States.

📋 Description

• Assist in defining and implementing an enterprise strategy across MZLA’s product offerings and services.

• Convert digital sovereignty priorities into specific enterprise and partnership requirements.

• Identify, assess, and promote enterprise opportunities and strategic alliances, especially within Europe and other markets focused on sovereignty.

• Collaborate with stakeholders to clarify roles among MZLA, external partners, and other Mozilla divisions.

• Formulate pricing, packaging, licensing, reseller, revenue-sharing, support, implementation, and other commercial frameworks.

• Lead or assist in partner negotiations and high-level commercial discussions.

• Work closely with product and engineering teams to comprehend capabilities, deployment options, integrations, security and privacy factors, support needs, and roadmap interdependencies.

• Transform technical capabilities into clear enterprise propositions and partnership plans.

• Establish practical processes and decision-making frameworks that facilitate repeatable execution and ensure external commitments remain realistic and attainable.

• Collaborate closely with the CEO, senior leadership, and cross-functional teams to develop MZLA’s enterprise strategy and cohesive enterprise offerings.

• Engage with partners and prospective clients, representing MZLA at relevant industry events.

⛳️ Requirements

• 15+ years of pertinent professional experience, with significant exposure in product or strategic partnerships, enterprise strategy, commercial strategy, or technical business development.

• Proven experience in establishing a new partnership, enterprise, platform, or commercial capability within a partner-driven environment.

• Background in collaborating with European enterprises, public sector entities, regulated institutions, technology partners, or similarly complex stakeholders.

• Comprehensive understanding of digital sovereignty along with the commercial, technical, regulatory, legal, and procurement factors influencing technology decisions in Europe.

• Experience engaging with resellers, systems integrators, implementation partners, or similar partner-driven enterprise models.

• Proven track record in developing and negotiating pricing, packaging, licensing, reseller, revenue-sharing, implementation, support, or similar commercial frameworks.

• Strong judgment regarding enterprise buying processes, deal economics, negotiation strategies, and complex procurement.

• Familiarity with technically complex software products, platforms, infrastructures, AI-enabled systems, communications technology, security, or privacy technologies.

• Technical and product fluency to engage credibly with engineering, product, partner, and enterprise stakeholders.

• Exceptional executive communication, relationship management, facilitation, and negotiation abilities.

• Capability to bring structure to ambiguous opportunities and transition smoothly between strategic planning and detailed execution.

• Collaborative, low-ego work style with the capacity to influence without formal authority.

• Strong alignment with Mozilla’s mission and values, which include openness, privacy, user agency, trust, and long-term sustainability.

• Willingness and ability to travel periodically, including internationally.

• Applicants must reside in and possess permanent work authorization for the specified country location(s) in the posting.

• No visa sponsorship will be provided.

🏝️ Benefits

• Fully remote work with flexible scheduling.

• Laptop provided by the company.

• Annual bonus program.

• Monthly stipend for remote work expenses.

• Annual stipend for professional development.

• Access to the Coursera learning platform.

• Attendance at industry conferences.

• Company-wide meetings and team gatherings.

• 24 days of paid time off (PTO) per year (prorated).

• Paid day off for your birthday.

• Company-wide shutdown at year-end.

• 9 well-being days.

• Paid public holidays.

• Additional paid leave.

• Quarterly well-being stipend for personal or family activities.

• Contributions to a 401(k) plan.

• Health, dental, and vision insurance.

• Disability insurance.

• Life insurance.

• Employee assistance program.

• Paid parental leave.

• Paid sick days.