Senior Lead, Enterprise Partnerships & Strategy – Enterprise Partnerships

Job Description

Senior Lead, Enterprise Partnerships & Strategy | Mozilla

The Tone:
This is a full-time, fully remote position at MZLA, the team behind Thunderbird, one of the world’s most trusted open-source email applications. MZLA builds privacy-respecting communication and productivity tools, developed transparently and in collaboration with a global community. This role is crucial for defining and executing MZLA’s new enterprise strategy, expanding Thunderbird and other products into the enterprise market, particularly in Europe, driven by growing interest in digital sovereignty.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: Remote, World Wide Remote
• Pay: $175000–$220000 yearly
• Team: Partners closely with the CEO, senior leadership, and cross-functional teams.
• Mission: Shape MZLA’s enterprise strategy, evaluate opportunities, develop partnership and commercial models, and advance a cohesive enterprise offering.

What You’ll Actually Do
• Strategy: Define and execute MZLA’s enterprise strategy across its products and services.
• Opportunity: Identify and evaluate strategic enterprise opportunities and partnerships, especially in Europe.
• Commercials: Develop comprehensive commercial models, including pricing, packaging, and licensing.
• Negotiation: Lead negotiations and senior-level commercial discussions with partners.
• Process: Build practical processes and decision frameworks to ensure repeatable execution and realistic external commitments.

The Must-Haves
• Background: 15+ years of relevant professional experience, including substantial experience in product or strategic partnerships, enterprise strategy, commercial strategy, or technical business development.
• Experience: Building a new partnership, enterprise, platform, or commercial capability in a partner-led environment, specifically working with European enterprises, public-sector organizations, or complex stakeholders. Also, demonstrated experience developing and negotiating various commercial models such as pricing, packaging, and licensing.
• Skills: Strong understanding of digital sovereignty and the commercial, technical, regulatory, legal, and procurement considerations in Europe. Technical and product fluency with complex software, platforms, or privacy technology to work credibly with engineering and product teams. Strong executive communication, relationship-management, facilitation, and negotiation skills.
• Bonus: Experience with on-premises, self-hosted, private-cloud, or customer-controlled deployment models. Experience with open-source software, open standards, or open technology ecosystems. Familiarity with AI-enabled software, enterprise search, or privacy-oriented technology. Experience building partnerships or enterprise initiatives in an early-stage company or new business unit.