---
title: 'Senior Lead, Enterprise Partnerships & Strategy at Mozilla'
canonical: 'https://feeny.ai/job/senior-lead-enterprise-partnerships-strategy-mozilla-canada-axs0hhzt914r'
type: 'job'
last_seen: '2026-09-10'
---

# Senior Lead, Enterprise Partnerships & Strategy at Mozilla

- **Company:** Mozilla
- **Location:** Canada
- **Work type:** remote
- **Posted:** 2026-08-20
- **Last confirmed live:** 2026-09-10
- **Apply:** https://job-boards.greenhouse.io/mozilla/jobs/8144651

## Job description

Why Thunderbird?

Thunderbird is one of the world’s most trusted open-source email applications, empowering more than 20 million people globally. At MZLA, the team behind Thunderbird, we build privacy-respecting communication and productivity tools that help people manage their digital lives while staying in control of their data.

We are open source by design. Our products are developed transparently and in collaboration with a global community of contributors, and that same spirit shapes how we work: collaboratively, inclusively, and with a shared commitment to putting users first.

We are a small but growing company of 60+ people distributed across seven countries. As Thunderbird evolves beyond a single desktop application, we are expanding across desktop, mobile, paid services, and new product experiences that help people and organizations work more effectively without giving up control to big tech ecosystems.

Our revenue model combines user donations, which help keep Thunderbird’s apps freely available, with paid services that cover the costs of hosted offerings while supporting long-term sustainability and continued innovation.

A note about MZLA and Mozilla: MZLA Technologies Corporation is the nonprofit-owned company behind Thunderbird and part of the Mozilla family. MZLA is separate from Mozilla Corporation and has its own compensation programs, benefits, and employment policies.

To learn more, visit [www.thunderbird.net](https://www.thunderbird.net) and [www.thunderbolt.io](https://www.thunderbolt.io)

The opportunity

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.

Our move into the enterprise market is being shaped in part by growing interest in digital sovereignty, particularly in Europe, where enterprises and public-sector organizations are placing greater emphasis on control over data and infrastructure, deployment flexibility, privacy, security, interoperability, and reduced vendor dependence.

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 environment. 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.

## What you’ll do

- 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.

## 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](https://www.mozilla.org/en-US/careers/listings/?team=MZLA/Thunderbird). 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

## About Mozilla

## Company Overview
- **One-liner**: Mozilla is a global nonprofit-backed technology organization that builds privacy-first browsers, AI tools, and internet health initiatives to keep the internet open and accessible to all.
- **Entity Type**: Private (nonprofit foundation with a for-profit subsidiary — Mozilla Corporation)
- **Headquarters**: San Francisco, California, USA (remote-first globally)
- **Founded**: 1998 (Mozilla Project); 2005 (Mozilla Corporation)
- **Founders**: Originally founded by Netscape staff and the open-source community; key early leaders include Mitchell Baker (current CEO of Mozilla Corporation) and Brendan Eich (creator of JavaScript)

## Core Business
- **Primary industries**: Internet software & services, browser technology, digital privacy, artificial intelligence, online advertising technology
- **Target customers**: B2C (individual users — Firefox browser, Pocket, VPN, Relay); B2B (advertisers and publishers via Anonym); developers (open-source tools, MDN Web Docs, AI developer tools)
- **Mission statement**: "To ensure the internet is a global public resource, open and accessible to all." — Mozilla Manifesto

## Products & Services
- **[Firefox Browser](https://www.mozilla.org/en-US/firefox/)**: Privacy-focused web browser with tracking protection, available on desktop and mobile. Core product.
- **[Mozilla VPN](https://www.mozilla.org/en-US/products/vpn/)**: Virtual private network service for online privacy.
- **[Firefox Relay](https://relay.firefox.com/)**: Email masking service to protect user identities.
- **[Mozilla Pocket](https://getpocket.com/)**: Content discovery and read-later service.
- **[Mozilla Monitor](https://monitor.mozilla.org/)**: Data breach alert and personal data removal service.
- **[Mozilla.ai](https://mozilla.ai/)**: Open-source AI developer tools and trustworthy AI initiatives.
- **[Anonym](https://anonym.co/)**: Privacy-preserving digital advertising measurement platform (acquired by Mozilla in 2022).
- **[Fakespot](https://www.fakespot.com/)**: AI-powered tool to detect fake reviews and counterfeit products (acquired by Mozilla).
- **[MDN Web Docs](https://developer.mozilla.org/)**: Industry-standard web development documentation and learning platform.
- **[Mozilla Ventures](https://mozilla.vc/)**: Venture capital arm investing in responsible tech startups.

## Market Standing
- **Valuation/Market Cap**: Not publicly disclosed (private, nonprofit-backed organization)
- **Key Revenue**: Approximately $593 million in total revenue (2022, latest publicly available — Mozilla Foundation annual report). The majority comes from search partnerships (primarily Google).
- **Notable Partners**: Google (search partnership, revenue driver), Meta (via Anonym), Amazon, eBay, and major ad-tech platforms.
- **Growth Signals**: Mozilla has aggressively expanded through acquisitions (Anonym, Fakespot, Pulse, Active Replica); launched Mozilla.ai to bet on open-source AI; growing headcount across engineering, AI, and privacy product teams. As of 2024, the organization employs roughly 800–900+ people globally.

## Competitive Advantages
- **Brand trust and mission**: Uniquely positioned as a "not-for-profit" tech company — no shareholder pressure to maximize profit at user expense. Consistently ranked among most trusted tech brands.
- **Privacy-first product DNA**: All products are built with privacy and security as core features, not afterthoughts — a strong differentiator vs. Big Tech competitors.
- **Open-source foundation**: Transparent codebase, community-driven development, and strong developer credibility (MDN Web Docs is the gold standard for web dev learning).
- **Diverse revenue streams**: Beyond browser search deals, Mozilla is building a portfolio of subscription products (VPN, Relay, Monitor Plus) and ad-tech (Anonym) to reduce single-partner dependency.
- **Talent and culture**: Decades of experience in remote-first, asynchronous, globally distributed work. Strong engineering culture with deep expertise in privacy, security, and web standards.

## Strategic Focus
- **AI with trust**: Building open-source AI tools and models through Mozilla.ai, emphasizing transparency, privacy, and user agency — contrasting with closed, extractive AI from Big Tech.
- **Product diversification**: Reducing reliance on search revenue by scaling subscription products (VPN, Monitor, Relay) and ad-tech platform (Anonym).
- **Internet health advocacy**: Continuing policy work on data privacy, antitrust, and digital rights through the Mozilla Foundation.
- **Firefox revitalization**: Modernizing the browser with new features (vertical tabs, AI-powered tools, improved performance) to regain market share.
- **Acquisition integration**: Absorbing and scaling recent acquisitions (Fakespot for e-commerce trust, Anonym for privacy-first advertising).

## Why Work Here
- **Culture**: "Remote-first" company with a strong emphasis on asynchronous work, work-life balance, and global collaboration. The culture is mission-driven, collaborative, and values "responsible participation" — generosity and kindness in communication. [mozilla.org](https://www.mozilla.org/en-US/careers/)
- **Benefits (US employees)**:
    - **Health**: 100% premium coverage for medical, dental, and vision for employees and dependents.
    - **Mental health**: Free therapy and coaching sessions.
    - **Time off**: 12+ paid holidays, generous vacation and sick leave (accrued from day one), quarterly company-wide wellness days, and your birthday off.
    - **Parental leave**: 26 weeks paid for childbearing parents, 12 weeks paid for non-childbearing parents.
    - **Remote-first**: Work from anywhere with a strong stipend for home office setup. [mozilla.org](https://www.mozilla.org/en-US/careers/)
- **Engineering culture**: Engineers work on "some of the most interesting challenges facing the internet today — privacy, security, decentralization, access, convenience, compatibility." The Data Organization is at the forefront of using data to guide product decisions while respecting user privacy. [mozilla.org](https://www.mozilla.org/en-US/careers/)
- **Diversity & Inclusion**: Mozilla explicitly states it wants to be "a place where everyone can do their best work" and that "diverse perspectives and experiences result in better solutions." They publish transparency data on their progress.
- **Open roles**: As of mid-2025, Mozilla has ~90 open positions across engineering (Front-End, Machine Learning, Fullstack), product management, data analytics, marketing, and infrastructure. Key teams hiring include Firefox, Anonym, Fakespot, and Mozilla.ai. [greenhouse.io](https://job-boards.greenhouse.io/mozilla?gh_src=e5ad1d6b1us)

## Sources
1. [Mozilla Careers Page](https://www.mozilla.org/en-US/careers/)
2. [Mozilla About Page](https://www.mozilla.org/en-US/about/)
3. [Mozilla Job Board (Greenhouse)](https://job-boards.greenhouse.io/mozilla?gh_src=e5ad1d6b1us)
4. [Mozilla.org Homepage](https://www.mozilla.org/en-US/)
5. [Mozilla Open Positions List](https://www.mozilla.org/en-US/careers/listings/)

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