Embedded IoT / Edge Solutions Sales Representative, Manager and Director

Canonical; Calgary; Remote; CAD 80,000 - 120,000; Full time

Job summary

Canonical is seeking Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to drive sales in various industries, including automotive and robotics. Candidates should possess technical skills in embedded Linux and a strong sales background. The role involves strategic account development, customer relationship management, and collaboration with marketing to enhance brand awareness. Join a leading provider of open-source software and be part of a global team committed to innovation and excellence.

Benefits

USD 2,000 annual learning budget

Distributed work environment with biannual in-person sprints

Annual pay review

Recognition rewards

Holiday leave and wellness programs

Qualifications

• Experience in embedded Linux and enterprise software sales.
• Proven sales achievement and large account wins.
• Willingness to travel internationally and locally.

Responsibilities

• Building and executing a territory plan targeting security-focused brands.
• Managing customer relationships throughout the sales cycle.
• Developing pipeline via outreach, prospecting, marketing, and events.

Skills

Empathy for customer needs

Passion for technology

Excellent communication skills

Interpersonal skills

Attention to detail

Education

Strong academic background

Job description

Embedded IoT / Edge Solutions Sales Representative, Manager and Director

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Embedded IoT / Edge Solutions Sales Representative, Manager and Director

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Canonical is a leading provider of open-source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include top public cloud and silicon providers, and industry leaders across sectors. We are a pioneer in global distributed collaboration, with 1200+ colleagues in 75+ countries and few office-based roles, with teams meeting in person a few times a year in interesting locations worldwide.

The company is founder-led, profitable, and growing.

We are hiring Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to expand in industries like Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics. Candidates should be technically skilled and familiar with embedded Linux and RTOS. We are expanding globally, so candidates from almost any country with reasonable market access are welcome. We will also hire Sales Team Managers and Regional Sales Directors. Please proceed if your goal is a management leadership role.

Ubuntu's server edition is widely used in connected devices and industrial PCs. The newer Ubuntu Core edition offers advanced security and resilience for high-end appliances. Our customers include brands in consumer and industrial electronics, automotive, and robotics. We continue to expand our offerings to small Linux environments and devices, including real-time Linux capabilities and certifications. Our portfolio aims for reliability, security, developer productivity, and minimal footprint.

This role involves prospecting and strategic account development, requiring energy, ambition, and focus. Success depends on positioning and selling open source, services, and software solutions to all organizational levels, especially departments developing embedded software and IoT devices. Familiarity with our priority sectors is preferred.

Customers value the security compliance and support for open source solutions from Canonical. Our goal is to offer more solutions than any other vendor across all cloud types, compute classes, and applications. We provide licensed enterprise software, support, managed services, consulting, and training for Ubuntu and open source applications on cloud, data center, or IoT ecosystems. We are growing steadily, mostly remotely, with leadership across many countries. We believe talent is globally distributed and aim to hire, develop, and trust diverse, exceptional leaders to build a top enterprise software company.

Our hiring process is deliberate and lengthy, taking three to six months. This role is suited for ambitious, long-term thinkers who understand open source's rise and enterprise procurement drivers. We set high standards for ability and character, fostering teamwork, diligence, collaboration, and effectiveness. We are committed to excellence, even if it means discomfort.

In building our sales team, we value:

• Empathy for customer needs and industry challenges
• High intellect and quick learning ability
• Passion for technology and innovation
• Teamwork and collaboration
• Energy and motivation

Ubuntu's adoption provides a solid market base. Sales professionals must build on this through outreach, prospecting, local marketing, and industry events, developing relationships beyond inbound interest. Effective territory and account planning, along with consistent reporting, are essential.

The successful candidate will have an annual bookings quota, travel regionally and internationally, and demonstrate professionalism in prospecting, relationship management, and working with colleagues and partners. Selling enterprise software, open source, cloud, virtualization, container technologies, and technical solutions at senior levels is required.

Location : We are expanding sales in EMEA, APAC, and the Americas.

The role entails:

• Building and executing a territory plan targeting security-focused brands
• Collaborating with marketing to boost brand awareness
• Developing pipeline via outreach, prospecting, marketing, and events
• Closing contracts to meet/exceed bookings and strategic goals
• Managing customer relationships throughout the sales cycle
• Working with IoT Field Engineers to ensure customer satisfaction
• Maintaining accurate data and forecasts in Salesforce
• Building relationships with key influencers and decision-makers
• Coordinating with colleagues across departments

What we are looking for in you:

• Strong academic background
• Confidence in communication and feedback
• Proven sales achievement and large account wins
• Experience in embedded Linux, embedded or enterprise software sales
• Passion for technology and personal projects
• Work ethic, confidence, and motivation
• Excellent English communication and presentation skills
• Linux experience (Debian or Ubuntu preferred)
• Interpersonal skills, curiosity, flexibility, accountability
• Appreciation for diversity and multicultural environments
• Self-motivation and result orientation
• Willingness to travel internationally and locally
• Ability to develop and execute sales plans
• Attention to detail and follow-up skills

What we offer colleagues:

Our compensation considers location, experience, and performance, with annual reviews and performance bonuses. Benefits include:

• Distributed work environment with biannual in-person sprints
• USD 2,000 annual learning budget
• Annual pay review
• Recognition rewards
• Holiday leave, parental leave, wellness programs
• Travel opportunities and upgrades

About Canonical:

Canonical leads in open source innovation, publishing Ubuntu, a key platform for AI, IoT, and cloud. We hire globally, expecting excellence, and promote a remote, flexible work environment. Joining us is a step into the future, challenging you to think differently and grow professionally.

Canonical is an equal opportunity employer

We value diversity and are committed to fair treatment regardless of background or identity.