Senior Lead, Enterprise Partnerships & Strategy

What you bring

• 15+ years of relevant professional experience, including substantial experience working with enterprise software, developer platforms, infrastructure, AI, data platforms, or similarly technical B2B technology products.
• Experience building a new partnership, enterprise, platform, or commercial capability in a partner-led environment.
• Experience working 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 considerations shaping technology decisions in Europe.
• Experience working through resellers, systems integrators, implementation partners, or similar partner-led enterprise models.
• 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 procurement.
• Technical 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 tradeoffs.
• Strong executive communication, relationship-management, facilitation, and negotiation skills.
• Ability to bring structure to ambiguous opportunities and move comfortably between strategy and detailed execution.
• A collaborative, low-ego working style and 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.
• Ability and willingness to travel periodically, including internationally.
• Bonus points for
• Experience with on-premises, self-hosted, private-cloud, in-region, or other customer-controlled deployment models.
• Experience with open-source software, open standards, or open technology ecosystems.
• Familiarity with AI-enabled software, enterprise search, knowledge systems, communications platforms, productivity tools, or privacy-oriented technology.
• Experience building partnerships or enterprise initiatives in an early-stage company, new business unit, or newly established function.
• Experience coordinating partnerships across affiliated organizations or a portfolio of related products.
• About you
• You are a strategic thinker who is equally comfortable working in the details. You know that successful partnerships depend on more than strong relationships: they require sound product judgment, clear commercial models, technical credibility, and disciplined execution.
• You understand that enterprise technology decisions are shaped not only by features and price, but also by control, jurisdiction, trust, interoperability, and long-term technology dependence. You can translate those considerations into practical enterprise and partnership strategies without overstating what a product or organization can deliver.
• You are comfortable representing an organization in senior external conversations while remaining hands-on with pricing, preparation, technical dependencies, coordination, and follow-through. You are motivated by building a durable enterprise capability in a lean environment rather than inheriting a mature program or immediately building a large team.
• Work environment
• This is a full-time, fully remote position. You’ll work with colleagues, partners, and customers across multiple countries and time zones, so strong communication and documentation skills are essential.
• Compensation & benefits
• We benchmark our base salaries to local markets and target the 60th percentile of the peer market. The salary ranges for this role are:
• Canada: $140,000-$180,000 CAD
• This is a salaried, non-commissioned role and is eligible for MZLA’s annual discretionary bonus program.
• The salary range shown reflects the intended level and scope of the position. We may consider candidates with strong relevant skills but less experience, in which case title, level, and compensation may be adjusted accordingly.
• In addition to competitive salaries, we offer a comprehensive benefits package designed to support your whole self.
• Work & career
• Fully remote work & schedule flexibility
• Company-provided laptop
• Annual bonus program
• Monthly remote work stipend
• Annual professional development stipend
• Access to Coursera learning platform
• Industry conferences
• Company all-hands and team gatherings
• Rest & play
• 24 days PTO per year (prorated)
• Your birthday
• Year-end company shutdown
• 9 wellbeing days
• Public holidays
• Other paid leave
• Quarterly wellbeing stipend for personal / family activities
• Health & family
• RRSP contributions
• Health, dental, & vision insurance
• Disability insurance
• Life insurance
• Employee assistance program
• Paid parental leave
• Paid sick days
• Work eligibility
• Applicants must reside in and have permanent work authorization for the country location(s) specified in the posting. We are unable to consider applicants outside of these markets at this time. And, we do not provide visa sponsorship.
• How to apply
• Please apply directly through our career page. We carefully review every cover letter and screening question, so take the time to answer each fully. We value authentic, thoughtful responses that reflect your own experience and perspective. It is fine to use AI tools to polish your writing, but your answers should be your own. Candidates who submit generic or unoriginal AI-generated responses may be disqualified from further consideration.
• Our commitment to diversity, equity, and inclusion
• MZLA believes in the value of diverse creative practices and forms of knowledge, and knows diversity, equity and inclusion are crucial to and enrich the company’s core mission. We encourage applications from everyone, including members of all equity-seeking communities, such as (but not limited to) women, racialized and Indigenous persons, persons with disabilities, persons of all sexual orientations, gender identities and expressions.
• We are an equal opportunity employer. We do not discriminate on the basis of race (including hairstyle and texture), religion (including religious grooming and dress practices), gender, gender identity, gender expression, color, national origin, pregnancy, ancestry, domestic partner status, disability, sexual orientation, age, genetic predisposition, medical condition, marital status, citizenship status, military or veteran status, or any other basis covered by applicable laws. MZLA will not tolerate discrimination or harassment based on any of these characteristics or any other unlawful behavior, conduct, or purpose.
• We will ensure that qualified individuals with disabilities are provided reasonable accommodations to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment, as appropriate. Please contact us at hiringaccommodations@thunderbird.net to request accommodation.
• #LI-REMOTE