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Tech Stack
Tools & technologiesOpen Source
About the role
Key responsibilities & impact- Build pipeline across DACH by developing new opportunities with large enterprises, regulated organizations, and public-sector-related accounts
- Own the full sales cycle from sourcing and qualification through discovery, business case development, negotiation, and close
- Convert customer interest into pilots, support agreements, and enterprise platform opportunities
- Work across multiple target segments and account types rather than a fixed carved account list
- Partner with the Business Development Lead DACH on market priorities, top opportunities, executive engagement, and deal strategy
- Collaborate with Solutions Engineering on technical discovery, validation, pilots, and customer rollout planning
- Engage with CIOs, CISOs, enterprise architects, workplace leaders, procurement teams, and compliance stakeholders
- Build customer-specific value cases around security, operational confidence, deployment flexibility, and trust
- Refine the regional sales motion by identifying which messages, use cases, and segments convert fastest
- Champion Mozilla’s values in customer interactions
Requirements
What you’ll need- Significant experience in enterprise SaaS, infrastructure, security, or platform sales
- Strong track record of building pipeline and closing complex enterprise deals
- Experience running full-cycle sales motions in developing markets or segments
- Confidence engaging with senior business stakeholders and technical decision-makers
- Strong commercial judgment and ability to qualify, prioritize, and move deals quickly
- Comfort with ambiguity and creating structure while selling
- Experience working closely with technical pre-sales or solutions engineering teams
- Ability to articulate value beyond feature comparison, especially in security, resilience, and strategic differentiation
- Strong written and verbal communication skills in English and German (native level)
- Motivation by privacy, open source, and public-interest technology
- Nice to have: experience selling into financial services, insurance, public sector, utilities, or critical infrastructure
- Nice to have: familiarity with enterprise browser, endpoint security, Zero Trust, secure access, or digital workplace categories
- Nice to have: experience in new market entry, early commercial build-out, or category creation
- Nice to have: understanding of European procurement dynamics and multi-stakeholder buying processes
Benefits
Comp & perks- Reasonable accommodations for qualified individuals with disabilities during the application/interview process and employment
- Equal opportunity employment
- Mozilla values diversity, equity, inclusion, and belonging