Senior Lead, Enterprise Partnerships & Strategy

Job Description

Senior Lead, Enterprise Partnerships & Strategy | Mozilla

The Tone:
This is a full-time role at MZLA, located remotely in Canada. MZLA, the team behind Thunderbird, builds privacy-respecting communication and productivity tools that help people manage their digital lives while staying in control of their data. As Thunderbird expands beyond a single desktop application, this role is critical for defining and executing a partner-led enterprise strategy across desktop, mobile, paid services, and new product experiences. This position focuses on driving growth in the enterprise market, especially in Europe, by shaping partnerships and commercial models that align with digital sovereignty priorities.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: Remote, Canada Remote
• Pay: $140000–$180000 yearly
• Mission: This person shapes MZLA’s enterprise strategy, evaluates opportunities, develops partnership and commercial models, and advances a cohesive enterprise offering across products and services.

What You’ll Actually Do
• Strategy Definition: Help define and execute an enterprise strategy across MZLA’s products and services.
• 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.
• Commercial Leadership: Lead or support partner negotiations and senior-level commercial discussions.
• Process Building: Build practical processes and decision frameworks that support repeatable execution and help ensure external commitments remain realistic and supportable.

The Must-Haves
• Background: Senior-level professional with 15+ years of relevant 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; working with European enterprises, public-sector organizations, regulated institutions, or complex stakeholders; and developing and negotiating complex commercial models for enterprise buying processes.
• Skills: Strong understanding of digital sovereignty and its commercial, technical, regulatory, legal, and procurement considerations in Europe; technical and product fluency to work credibly with engineering, product, partner, and enterprise stakeholders; and strong executive communication, relationship-management, facilitation, and negotiation skills.
• Bonus: Experience with on-premises, self-hosted, private-cloud, or customer-controlled deployment models; open-source software, open standards, or open technology ecosystems; AI-enabled software, enterprise search, knowledge systems, communications platforms, or productivity tools; or building partnerships in an early-stage company or new business unit.