Sales Manager

A significant global role in the fast-growing field of enterprise open source.

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 candidates will build and lead teams of Field Sales Representatives 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. 

Field Sales Representatives 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 candidates will be entrepreneurial leaders, 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. These roles report to the WW VP of sales who is primarily in EMEA time zones. The business is global and exceptional candidates in the APAC region will be considered. 


The successful candidate will  have:

  • University degree / MBA
  • Relevant sales experience:
    • Multi-million $ pipeline management

    • Million $ deal negotiation and customer management

    • Exceeded quota in previous roles

    • Cross-vertical sales experience

    • Solid experience with 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

    • Start-up experience

    • Training and developing a team

    • Maintain consistent implementation of effective sales processes for optimum performance and success of the organization

  • Collaborative skills:
    • Collaboration with marketing, customer experience, product and operations

    • Investor facing experience
  • Role related:
    • Ability to travel (customer locations and regular office visits)


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

  • Training budget and Learning & Development opportunities
  • Eligibility for annual Compensation Review
  • Recognition Rewards
  • Priority Pass for travel


We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity we will give your application fair consideration.



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