Embedded IoT / Edge Solutions Sales Representative, Manager and Director

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

Job summary

A leading open-source software provider is seeking an Embedded IoT / Edge Solutions Sales Representative, Manager, or Director. The role involves strategic account development, selling open-source solutions, and managing customer relationships. Candidates should have a strong technical background, proven sales achievements, and excellent communication skills. The position offers a distributed work environment with opportunities for personal development and travel.

Benefits

Personal development budget of USD 2,000/year

Annual compensation review

Recognition rewards

Wellness programs

Travel opportunities

Qualifications

• Proven sales achievement in embedded Linux or enterprise software.
• Excellent English communication and presentation skills.
• Willingness to travel up to 50%.

Responsibilities

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

Skills

Empathy

High intellect

Passion for technology

Teamwork

Energy and motivation

Education

Degree in a technical field

Tools

Salesforce

Linux

Job description

Embedded IoT / Edge Solutions Sales Representative, Manager and Director

Join to apply for the Embedded IoT / Edge Solutions Sales Representative, Manager and Director role 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 innovation, and IoT. Our customers include leading 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 periodically in interesting locations worldwide to align on strategy and execution.

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, accommodating candidates with access to substantial markets. As we grow, we will also hire Sales Team Managers and Regional Sales Directors. If your goal is a management leadership position, please continue with this process.

Ubuntu's server edition is widely used in connected devices and industrial PCs. Ubuntu Core, our IoT edition, offers top security and resilience for high-end appliances and equipment. Our customers include global brands in electronics, automotive, and robotics. We are expanding our offerings to optimize security, management, and developer experience for small Linux environments and devices, including real-time Linux capabilities and certifications.

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 at least one priority sector is preferred.

Customers value the ability to obtain 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. Canonical provides licensed enterprise software, support, managed services, consulting, and training for Ubuntu and open source applications across cloud, data centers, and IoT ecosystems. We are on a steady growth path, mostly distributed globally, with leadership in 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 thorough, 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 hiring and performance, valuing ability and character, and fostering teamwork, diligence, collaboration, and effectiveness.

In our sales team, we seek five qualities:

• Empathy for customers and understanding their needs and challenges
• High intellect for learning and communicating complex topics
• Passion for technology and solving hard problems
• Teamwork and collaboration skills
• Energy and motivation to achieve results

Ubuntu's market adoption provides a strong foundation, but building profitable relationships requires effort. You will develop your territory through outreach, prospecting, marketing, and industry events, managing inbound interest and developing new business. Judgement and energy are essential for developing relationships and pipeline growth. Professional practice in planning, reporting, and using tools like Salesforce is expected.

The successful candidate will have an annual bookings quota, travel regionally and internationally for client engagement and events, and work on account strategy. Selling enterprise software, open source, cloud, virtualization, container technologies, and related solutions to senior enterprise levels is required.

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

Role responsibilities include:

• Building and executing territory plans focused on security-focused brands
• Collaborating with marketing to promote brand awareness
• Developing pipeline via outreach, prospecting, and events
• Closing contracts to meet bookings targets
• Managing customer relationships throughout the sales cycle
• Working with IoT Field Engineers to understand and meet customer needs
• Maintaining data and forecasts in Salesforce
• Building relationships with key influencers and decision-makers
• Coordinating with colleagues across functions

Candidate requirements:

• Strong academic record from high school and university
• Degree in a technical field
• Confidence in communication and feedback exchange
• Proven sales achievement in embedded Linux, embedded software, or enterprise software
• Experience achieving sales targets and large wins
• Passion for technology demonstrated through personal projects
• Work ethic and confidence to collaborate effectively
• 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 up to 50%, including international travel
• Ability to develop and execute sales plans
• Attention to detail and follow-up skills

What we offer:

• Distributed work environment with biannual in-person team sprints
• Personal development budget of USD 2,000/year
• Annual compensation review
• Recognition rewards, holiday leave, parental leave
• Wellness programs and travel opportunities

About Canonical: Canonical leads in open source, publishing Ubuntu, a key platform for AI, IoT, and cloud. We hire globally, set high standards, and expect excellence. Working here challenges you to think differently and grow your skills.

Canonical is an equal opportunity employer: We value diversity and provide fair consideration regardless of background or identity.