Embedded IoT / Edge Solutions Sales Representative, Manager and Director

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

Job summary

Canonical is seeking an Embedded IoT / Edge Solutions Sales Representative, Manager, or Director to drive sales in various industries, including Automotive and Robotics. The role involves strategic account development, relationship management, and achieving sales targets. Candidates should possess technical knowledge of embedded Linux and a passion for technology, with opportunities for leadership roles available.

Benefits

Distributed work environment

Learning and development budget of USD 2,000 annually

Generous leave and parental benefits

Qualifications

• Strong academic background in high school and university.
• Proven sales achievement in embedded Linux/software or enterprise software.
• Excellent English communication and presentation skills.

Responsibilities

• Manage a sales pipeline and develop new business.
• Collaborate with marketing to enhance brand awareness.
• Close deals to meet/exceed bookings targets.

Skills

Empathy for customer needs

High intellect

Passion for technology

Teamwork and collaboration

Energy and motivation

Education

Degree in a technical field

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 cloud computing, data science, AI, engineering, and IoT. Our customers include top public cloud and silicon providers, along with industry leaders across sectors. We promote a distributed collaboration model with over 1200 colleagues across 75+ countries, minimizing office-based roles and encouraging global team meetings.

We are hiring for Embedded IoT / Edge Solutions Sales roles at various levels to expand into industries like Automotive, Medical Devices, Industrial Systems, Robotics, and Telco. Candidates should have technical knowledge of embedded Linux and RTOS. We are open to candidates worldwide with access to sizable markets, and as we grow, we will also hire Sales Managers and Regional Directors. This role is suitable for those seeking leadership positions.

Our IoT offerings include Ubuntu Core, emphasizing security and resilience for high-end devices. Our customer base includes brands in consumer electronics, industrial, automotive, and robotics sectors. We continue to innovate with new Linux capabilities and certifications, focusing on security, developer experience, and footprint optimization.

This role involves prospecting and strategic account development, requiring energy, ambition, and focus. Success depends on your ability to position and sell open source, services, and software solutions at all organizational levels, especially within departments developing embedded software and IoT devices. Familiarity with our priority sectors is advantageous.

Customers value the integrated security and support for open source solutions we offer. Our goal is to provide comprehensive solutions across all cloud, compute, and application categories. Canonical offers enterprise software, support, managed services, consulting, and training for Ubuntu and open source deployments on cloud, data centers, and IoT ecosystems. We are growing steadily, predominantly distributed, and committed to diversity and excellence in hiring and performance.

We look for five key qualities in our sales team:

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

While Ubuntu's adoption provides a solid market foundation, success requires proactive relationship building, territory management, and strategic planning. You will manage a sales pipeline, develop new business, and maintain existing relationships, with the ability to sell enterprise software, cloud, virtualization, container tech, and related solutions to senior enterprise stakeholders.

This position involves a regional sales quota, travel for client engagement and industry events, and collaboration with colleagues and partners. You should be comfortable with prospecting, account planning, and reporting using professional tools.

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

The role entails:

• Developing and executing territory plans targeting security-focused brands
• Collaborating with marketing to enhance brand awareness
• Building pipeline through outreach and industry events
• Closing deals to meet/exceed bookings targets
• Managing customer relationships through all sales stages
• Working with IoT engineers to ensure customer satisfaction
• Maintaining accurate forecasts and data in Salesforce
• Building relationships with key decision-makers
• Coordinating with support, delivery, and management teams

Qualifications include:

• Strong academic background in high school and university
• Degree in a technical field
• Confidence in communication and feedback exchange
• Proven sales achievement in embedded Linux/software or enterprise software
• Experience meeting sales targets and closing large deals
• Personal passion for technology and projects
• Strong work ethic and confidence
• Excellent English communication and presentation skills
• Experience with Linux (Debian/Ubuntu preferred)
• Interpersonal skills, curiosity, flexibility, accountability
• Appreciation for diversity and multicultural environments
• Self-motivation and result-oriented mindset
• Willingness to travel internationally (~50%)
• Ability to develop and implement sales plans
• Attention to detail and follow-up skills

What we offer:

• Distributed work environment with biannual in-person team sprints
• Learning and development budget of USD 2,000 annually
• Performance reviews and recognition
• Generous leave, parental benefits, wellness programs
• Travel opportunities to new locations

About Canonical:

We are a pioneering open-source company, behind Ubuntu, transforming software globally. We hire globally, value excellence, and foster a remote, innovative culture. Our standards are high, and we seek exceptional talent committed to our mission.

Canonical is an equal opportunity employer, valuing diversity and inclusion.