Embedded IoT / Edge Solutions Sales Representative, Manager and Director

Canonical; Edmonton; Remote; CAD 70,000 - 100,000; Full time

Job summary

A pioneering open-source software company is seeking Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors. Ideal candidates have strong technical skills in embedded Linux and proven sales achievement, with an emphasis on flexibility and an ability to develop sales plans. This position offers competitive compensation, international travel opportunities, and a commitment to diversity and inclusion.

Benefits

Competitive compensation

Learning budgets

Parental leave

Wellness programs

Qualifications

• Proven sales achievement in embedded Linux, software, or enterprise sales.
• Excellent English communication and presentation skills.
• Willingness to travel internationally and locally as needed.

Responsibilities

• Develop relationships and identify prospects for sales.
• Manage customer relationships throughout the sales cycle.
• Build and execute territory plans targeting security-focused brands.

Skills

Empathy for customer needs

High intellect

Passion for technology

Teamwork skills

Motivation to achieve results

Education

Technical undergraduate degree

Tools

Salesforce

Linux (Debian or Ubuntu preferred)

Job description

Embedded IoT / Edge Solutions Sales Representative, Manager, and Director

Join to apply for the Embedded IoT / Edge Solutions Sales roles at Canonical

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, and IoT. Our customers include top public cloud and silicon providers, and industry leaders across sectors. We are a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries, and few office-based roles. Teams meet a few times yearly in interesting locations worldwide to align on strategy and execution.

We are a founder-led, profitable, and growing company.

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. As we grow, we will also hire Sales Team Managers and Regional Sales Directors. If your goal is a management position, please continue with the process.

Ubuntu's server edition is widely used in connected devices and industrial PCs. Our Ubuntu Core edition offers advanced security and resilience for high-end appliances. Our customers include brands in consumer, industrial electronics, automotive, and robotics. We are expanding our offerings to enhance security, management, and developer experience in small Linux environments. Recent additions include real-time Linux capabilities and upcoming certifications, making our portfolio Linux reinvented for reliability, security, and efficiency.

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

Customers value the security compliance and support for open source from a single provider. Our goal is to offer more solutions than any other vendor, across all clouds, compute classes, and applications. We provide enterprise software, support, managed services, consulting, and training for Ubuntu and open source applications across cloud, data center, and IoT ecosystems. We are growing steadily, mostly remotely, with leadership worldwide. We believe talent is globally distributed and aim to hire, develop, and promote a diverse, exceptional team.

Our hiring process is careful and lengthy, taking 3-6 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—values we pursue relentlessly.

In building our sales team, we look for five qualities:

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

Ubuntu's widespread adoption provides a strong market base. Sales professionals must go beyond inbound interest to develop relationships, identify prospects, and manage pipeline using professional tools. The role involves carrying an annual bookings quota, traveling regionally and internationally, and selling enterprise software, open source, cloud, virtualization, and container solutions to senior enterprise leaders.

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

The role entails:

• Building and executing territory plans targeting security-focused brands
• Collaborating with marketing to increase brand awareness
• Developing pipeline through outreach and industry events
• Closing contracts to meet/exceed bookings targets
• 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 decision-makers
• Coordinating with colleagues across functions

What we are looking for in you:

• Strong academic background from high school and university
• Technical undergraduate degree
• Confidence in communication and idea sharing
• Proven sales achievement in embedded Linux, software, or enterprise sales
• Passion for technology demonstrated through personal projects
• Strong work ethic and confidence
• Excellent English communication and presentation skills
• Experience with Linux (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 as needed
• Ability to develop and execute sales plans
• Attention to detail and follow-up skills

What we offer colleagues:

We offer competitive compensation based on location, experience, and performance, including annual reviews, bonuses, and benefits like learning budgets, recognition rewards, holiday leave, parental leave, wellness programs, and travel opportunities.

About Canonical:

Canonical is a pioneer in open source, publishing Ubuntu, a key platform for AI, IoT, and cloud. We recruit globally to uphold high standards of excellence and innovation. Working remotely since 2004, we challenge you to think differently, learn new skills, and grow with us.

Canonical is an equal opportunity employer:

We value diversity and are committed to a workplace free from discrimination. All applications are considered fairly regardless of background or identity.