MZLA is entering a new phase of growth as we bring Thunderbird, Thunderbolt, and other current and future products and services into the enterprise market
Our enterprise approach will be partner-led, with external partners leading sales, implementation, and ongoing customer relationships while MZLA provides the products, technical expertise, and subject-matter knowledge needed for success
We are looking for a Senior Lead, Enterprise Partnerships & Strategy to add dedicated partnership and commercial expertise to work already underway. You will partner closely with the CEO, senior leadership, and cross-functional teams to shape MZLA’s enterprise strategy, evaluate opportunities, develop partnership and commercial models, shape pricing and packaging, and advance a cohesive enterprise offering across our products and services
We are looking for a Senior Lead, Enterprise Partnerships & Strategy to add dedicated partnership and commercial expertise to work already underway. You will partner closely with the CEO, senior leadership, and cross-functional teams to shape MZLA’s enterprise strategy, evaluate opportunities, develop partnership and commercial models, shape pricing and packaging, and advance a cohesive enterprise offering across our products and services
This is not a traditional sales or account-management role. The focus is on building MZLA’s partner-led enterprise approach, including partnership strategy, commercial models, pricing, and coordination across product and technical teams; external partners will lead direct sales and ongoing customer relationships
This is a hands‑on role in a lean workplace. It is an individual contributor role focused on doing the work directly, not on building or managing an enterprise team. Success will require someone who can operate credibly with senior leaders and external partners while remaining closely involved in the analysis, preparation, coordination, negotiation, and follow‑through needed to move opportunities forward and build a more repeatable enterprise approach
This role requires regular working‑hour overlap with colleagues in North American time zones, as well as flexibility to meet with partners and stakeholders across Europe. This role will also include periodic travel, including international, to meet with partners, prospective customers and represent MZLA at relevant industry events
Help define and execute an enterprise strategy across MZLA’s products and services
Translate digital sovereignty priorities into clear enterprise and partnership requirements
Identify, evaluate, and advance enterprise opportunities and strategic partnerships, particularly in Europe and other sovereignty‑focused markets
Work with stakeholders to clarify roles across MZLA, external partners, and other Mozilla entities
Develop pricing, packaging, licensing, reseller, revenue‑sharing, support, implementation, and other commercial models




Lead or support partner negotiations and senior‑level commercial discussions
Work closely with product and engineering teams to understand capabilities, deployment options, integrations, security and privacy considerations, support requirements, and roadmap dependencies
Translate technical capabilities into clear enterprise propositions and partner plans
Build practical processes and decision frameworks that support repeatable execution and help ensure external commitments remain realistic and supportable
Benefits Health and wellness: Mozilla covers medical, dental and vision plan premiums at 100% for U.S. and Canadian employees. Our offerings give you the options you need to manage your health — and your family’s — the way you want.
Mental health: Mental health is as important as our physical health. That’s why Mozilla’s health benefits include therapy and coaching sessions to make sure our people have access to the care they need.
Time away: With all of life’s demands, time away from work to disconnect and recharge is essential. In addition to country‑specific holidays (12 in the U.S. and Canada), vacation and sick time start accruing right away (specifics vary by country). Everyone also takes a pause together on quarterly all‑company wellness days, plus you get to celebrate the most personal holiday of all: your birthday.
Parental leave: While Mozilla’s parental leave policies vary globally, our U.S. and Canadian‑based employees can look forward to 26 weeks of paid leave for childbearing parents and 12 weeks of paid leave for non‑childbearing parents.
Financial: Mozilla is a private company, so our compensation isn’t tied to stock options or equity plans. Instead, we offer generous, performance‑based bonus plans to all regular employees to underscore that we share in our success as one team. As for retirement savings for US and Canadian employees, Mozilla contributes a percentage of your eligible base salary each year to the 401(k) Plan/RRSP (regardless of whether you contribute or not), with 100% vesting.
Learning and development: We’re big believers in learning by doing, and we also want to invest in your education and development beyond your role. Every employee is eligible for an annual professional development budget. Mozillians can put it toward technical or management training, certifications, conferences and more.
Help when you need it: Life is full of surprises; that’s why it’s important to be prepared.



Mozilla provides Life/AD&D; and Short and Long Term Disability insurance (offerings may vary by locale) to ensure that you and your family will have a safety net in place should you ever need it.
Plus a bit more: A few other benefits include a quarterly wellbeing stipend (to use on those things just for you), an employee referral bonus, internet reimbursement if you’re remote, and a budget for office essentials to make working remotely ergonomically comfortable.
Experience working with European enterprises, public-sector organizations, regulated institutions, technology partners, or similarly complex stakeholders Ability and willingness to travel periodically, including internationally Strong executive communication, relationship-management, facilitation, and negotiation skills Demonstrated experience developing and negotiating pricing, packaging, licensing, reseller, revenue‑sharing, implementation, support, or similar commercial models, with strong judgment around enterprise buying processes, deal economics, negotiation strategy, and complex procurementExperience building a new partnership, enterprise, platform, or commercial capability in a partner‑led environmentA collaborative, low‑ego working style and the ability to influence without formal authorityAbility to bring structure to ambiguous opportunities and move comfortably between strategy and detailed executionStrong alignment with Mozilla’s mission and values, including openness, privacy, user agency, trust, and long‑term sustainabilityExperience working through resellers, systems integrators, implementation partners, or similar partner‑led enterprise models15+ years of relevant professional experience, including substantial experience working with enterprise software, developer platforms, infrastructure, AI, data platforms, or similarly technical B2B technology productsTechnical and product fluency sufficient to work credibly with engineering, product, partner, and enterprise stakeholders and discuss integrations, deployment models, security, privacy, implementation requirements, and technical tradeoffsStrong understanding of digital sovereignty and the commercial, technical, regulatory, legal, and procurement considerations shaping technology decisions in EuropeFamiliarity with AI‑enabled software, enterprise search, knowledge systems, communications platforms, productivity tools, or privacy‑oriented technologyExperience with on‑premises, self‑hosted, private‑cloud, in‑region, or other customer‑controlled deployment modelsExperience with open‑source software, open standards, or open technology ecosystemsExperience building partnerships or enterprise initiatives in an early‑stage company, current business unit, or newly established functionExperience coordinating partnerships across affiliated organizations or a portfolio of related products

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📌 Senior Lead of Enterprise Partnerships & Strategy (Quebec City)
🏢 Mozilla
📍 Quebec City