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 products and services.

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

• Identify, assess, and promote enterprise opportunities and strategic partnerships, especially in Europe and other sovereignty-oriented markets.

• Clarify responsibilities among MZLA, external partners, and other Mozilla entities.

• Create pricing, packaging, licensing, reseller, revenue-sharing, support, implementation, and other commercial models.

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

• Collaborate with product and engineering teams on capabilities, deployment options, integrations, security and privacy considerations, support requirements, and roadmap dependencies.

• Transform technical capabilities into clear enterprise propositions and partner strategies.

• Establish practical processes and decision frameworks for consistent execution and realistic, supportable external commitments.

• Work alongside the CEO, senior leadership, and cross-functional teams to shape enterprise strategy and commercial models.

• Meet with partners and prospective clients and represent MZLA at relevant industry events through occasional international travel.

⛳️ Requirements

• Over 15 years of relevant professional experience, including significant experience in product or strategic partnerships, enterprise strategy, commercial strategy, or technical business development.

• Proven track record of building new partnerships, enterprises, platforms, or commercial capabilities in a partner-led environment.

• Experience collaborating 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 factors influencing technology decisions in Europe.

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

• Demonstrated ability in developing and negotiating pricing, packaging, licensing, reseller, revenue-sharing, implementation, support, or other similar commercial models.

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

• Familiarity with technically complex software products, platforms, infrastructure, AI-driven systems, communications technology, security, or privacy technology.

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

• Excellent executive communication, relationship management, facilitation, and negotiation skills.

• Capability to impose structure on ambiguous opportunities and navigate between strategy and detailed execution.

• Collaborative, low-ego working style with 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.

• Willingness and ability to travel periodically, including internationally.

• Permanent work authorization in the specified country location mentioned in the posting.

• No visa sponsorship available.

🏝️ Benefits

• Fully remote work with flexible scheduling.

• Company-provided laptop.

• Annual bonus program.

• Monthly stipend for remote work.

• Annual professional development stipend.

• Access to the Coursera learning platform.

• Attendance at industry conferences.

• Company all-hands and team gatherings.

• 24 days of PTO per year (prorated).

• Your birthday off.

• Year-end company shutdown.

• 9 wellbeing days.

• Public holidays.

• Other forms of paid leave.

• Quarterly wellbeing stipend for personal or family activities.

• Contributions to 401(k) / RRSP.

• Health, dental, and vision insurance.

• Disability insurance.

• Life insurance.

• Employee assistance program.

• Paid parental leave.

• Paid sick days.