Strategic Account Executive

Why Mozilla?

Mozilla Corporation is a non-profit-backed technology company that has helped shape the internet for the better over the past 25 years. We’re the makers of Firefox, the privacy-focused web browser used by more than 225 million people around the world each month. As we look to the future, we’re working to shape the next 25 years of the internet—one that’s built for people, not just for profit.

Mozilla Corporation is wholly owned by the 501(c) non-profit Mozilla Foundation, meaning we’re accountable not to shareholders, but to our mission. Alongside thousands of contributors and collaborators around the world, Mozillians design, build, and maintain open-source software that empowers people to use the internet on their own terms.

About this team and role:

We’re now seeking a Senior Strategic Account Executive (DACH) to help grow Firefox Enterprise across Germany, Austria, and Switzerland. This is a high-impact enterprise sales role for someone who is excited to build pipeline, create momentum in a developing market, and close the first wave of meaningful commercial wins. 

You will work closely with the Business Development Lead DACH to help shape the market, open new conversations, qualify opportunities across multiple segments, and run deals from first contact to contract signature. This is not a narrow named-account role. It is a broad, hands-on sales role focused on fast pipeline creation, strong commercial discipline, and early revenue.

What you'll do:

• Build pipeline across DACH by developing new opportunities with large enterprises, regulated organizations, and public-sector-related accounts.
• Personally own the full sales cycle from sourcing and qualification through discovery, evaluation, business case development, negotiation, and close.
• Drive immediate commercial momentum by converting 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 closely with the Business Development Lead DACH on market priorities, top opportunities, executive engagement, and deal strategy.
• Collaborate with Solutions Engineering to support technical discovery, validation, pilots, and customer rollout planning.
• Engage effectively 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.
• Help refine the regional sales motion by identifying which messages, use cases, and segments are converting fastest.
• Champion Mozilla’s values in every customer interaction.

What you'll bring:

• Significant experience in enterprise SaaS, infrastructure, security, or platform sales.
• A strong track record of building pipeline and closing complex enterprise deals.
• Experience running full-cycle sales motions in environments where markets, account priorities, or segment fit are still developing.
• Confidence engaging with both senior business stakeholders and technical decision-makers.
• Strong commercial judgment. You know how to qualify well, prioritize effectively, and move quickly without sacrificing deal quality.
• Comfort with ambiguity. You do not need a fully built regional machine to be effective — you know how to create structure while selling.
• Experience working closely with technical pre-sales or solutions engineering teams.
• The ability to articulate value beyond feature comparison alone, especially in areas such as security, resilience, and strategic differentiation.
• Strong written and verbal communication skills in English and German (native level).
• You are motivated by privacy, open source, and building technology that serves the public interest

Nice to have:

• Experience selling into one or more of the following:

• financial services

• insurance

• public sector

• utilities or critical infrastructure

• Familiarity with enterprise browser, endpoint security, Zero Trust, secure access, or digital workplace categories.

• Experience in new market entry, early commercial build-out, or category creation.

• Understanding of European procurement dynamics and multi-stakeholder buying processes.

About Mozilla 

Mozilla exists to build the Internet as a public resource accessible to all because we believe that open and free is better than closed and controlled. When you work at Mozilla, you give yourself a chance to make a difference in the lives of Web users everywhere. And you give us a chance to make a difference in your life every single day. Join us to work on the Web as the platform and help create more opportunity and innovation for everyone online.

Commitment to diversity, equity, inclusion, and belonging

Mozilla understands that valuing diverse creative practices and forms of knowledge 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 certainly not limited to) women, racialized and Indigenous persons, persons with disabilities, persons of all sexual orientations, gender identities, and expressions.

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 hiringaccommodation@mozilla.com to request accommodation.

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.  Mozilla will not tolerate discrimination or harassment based on any of these characteristics or any other unlawful behavior, conduct, or purpose.

Group: C

#LI-REMOTE

Req ID: R3230

Hiring Ranges:

Remote Germany€88.000—€118.000 EUR