Canonical, the publisher of Ubuntu and related open source solutions and services, is hiring a global sales leader for its direct enterprise business. This role carries US revenue responsibility across the entire Canonical portfolio of operating systems, infrastructure, applications and services.
The successful candidate will lead a team of Outside Sellers in structured outbound business development focused on enterprise infrastructure and open source strategy, multi-million dollar pipeline generation, and complex high-value contract negotiation. They will join the leadership team of a company at the forefront of the move to open source, cloud and containers, with growing recognition in the enterprise market, and carry revenue generation responsibility with growth targets across new and existing customers. A proven track record scaling B2B sales teams is required.
Outside sellers will report up to this role. Hiring, skills development and career progression for sellers is a key focus in this expanding market. We prefer a leader who thrives in a start-up environment and enjoys sales strategy definition, sales organisation design, sales process optimisation, and metrics driven sales management.
The ideal candidate will be an entrepreneurial leader, inclined to work with product and marketing to increase market share. They will also demonstrate the ability to collaborate with finance, operations and customer success to shape deals and exceed customer expectations.
Candidates will need to show insight into the challenges faced by large organisations running complex and integrated software in multi-cloud environments. Candidates with extensive sales experience in the SAAS, cloud, system integration and IT services industries who have operated across verticals and regions will be well placed for this position.
Canonical is a distributed organisation and most executives are not office-based. The role reports to the WW VP of sales who is primarily in EMEA time zones. The business is global and exceptional candidates from all regions will be considered.
University degree / MBA
Multi-million $ pipeline management
Million $ deal negotiation and customer management
10+ years global / continental experience in Open source and SaaS sales software
Team development experience:
Metrics oriented sales organisation
Track record of arming sales team with scalable best practice
Training and developing a team
Maintain consistent implementation of effective sales processes for optimum performance and success of the organization
Collaboration with marketing, customer experience, product and operations
Investor facing experience
Role related requirements:
Ability to travel extensively (customer locations and regular office visits)
- Up to 50%
What is Canonical?
Canonical is a growing international software company that works with the open-source community to deliver Ubuntu, "the world's best free software platform". Our mission is to realise the potential of free software in the lives of individuals and organisations. Our services are helping individuals and businesses worldwide to reduce costs, improve efficiency and enhance security with Ubuntu.
What Canonical Offers:
Recruiter adds additional benefits if applicable
Learning and Development
Annual Compensation Review
Priority Pass for travel
Flexible working option
Canonical believes a diverse workforce enhances our ability to deliver world class software and services which meet the world's computing needs. We are committed to ensuring equal employment opportunities to all qualified individuals. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.