Senior Lead, Enterprise Partnerships & Strategy

Job Description

Senior Lead, Enterprise Partnerships & Strategy | Mozilla

The Tone:
This is a full-time, fully remote position at MZLA, the team behind Thunderbird. MZLA builds privacy-respecting communication and productivity tools like Thunderbird and Thunderbolt, empowering over 20 million people globally through open-source products designed transparently with a user-first approach. The company is entering a new phase of growth by bringing its products and services into the enterprise market, with a focus on digital sovereignty and partner-led strategies. This role is crucial for adding dedicated partnership and commercial expertise to shape MZLA’s enterprise strategy, develop commercial models, and advance a cohesive enterprise offering.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: Remote, USA Remote
• Pay: $175000–$220000 yearly
• Team: Works closely with CEO, senior leadership, and cross-functional teams in a small, growing company.
• Mission: Shapes MZLA’s enterprise strategy, evaluates opportunities, develops commercial models, and advances a cohesive enterprise offering for Thunderbird and related products.
• Tech Stack: Thunderbird, Thunderbolt, AI-enabled software, enterprise search, knowledge systems, communications platforms, productivity tools, privacy technology.

What You’ll Actually Do
• Strategy Definition: Help define and execute an enterprise strategy across MZLA’s products and services, translating digital sovereignty priorities into clear requirements.
• Opportunity Advancement: Identify, evaluate, and advance enterprise opportunities and strategic partnerships, particularly in Europe and other sovereignty-focused markets.
• Model Development: Develop pricing, packaging, licensing, reseller, revenue-sharing, support, implementation, and other commercial models.
• Negotiation & Discussion: Lead or support partner negotiations and senior-level commercial discussions.
• Process Building: Build practical processes and decision frameworks that support repeatable execution and ensure external commitments remain realistic and supportable.

The Must-Haves
• Background: Senior-level professional with 15+ years of experience in product or strategic partnerships, enterprise strategy, commercial strategy, or technical business development. Possesses a strong understanding of digital sovereignty and the commercial, technical, regulatory, legal, and procurement considerations shaping technology decisions in Europe.
• Experience: Building new partnership, enterprise, platform, or commercial capabilities in a partner-led environment, specifically working with European enterprises or similar complex stakeholders. Demonstrated experience developing and negotiating various commercial models with strong judgment on enterprise buying processes and deal economics.
• Skills: Strong executive communication, relationship-management, facilitation, and negotiation skills. Ability to bring structure to ambiguous opportunities and move comfortably between strategy and detailed execution. Technical and product fluency to work credibly with engineering, product, partner, and enterprise stakeholders.
• Bonus: Experience with on-premises, self-hosted, or customer-controlled deployment models, open-source software, and AI-enabled or privacy-oriented technology. Experience building partnerships in an early-stage company or coordinating partnerships across affiliated organizations.