Embedded IoT / Edge Solutions Sales Representative, Manager and Director

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

Job summary

Canonical is seeking Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to expand their reach in various industries. The role involves strategic account development, requiring strong sales skills, technical knowledge of embedded systems, and the ability to foster customer relationships. Successful candidates will thrive in a remote work environment, collaborating with global teams to drive sales and deliver innovative solutions.

Benefits

Distributed work environment

USD 2,000 annual learning and development budget

Annual compensation review and performance bonuses

Qualifications

• Proven success in sales, especially in embedded Linux or enterprise software.
• Strong academic record from high school and university.

Responsibilities

• Building and executing a territory plan targeting security-focused brands.
• Managing customer relationships throughout the sales cycle.

Skills

Empathy

Quick Learning

Passion for Technology

Teamwork

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 top public cloud and silicon providers, along with industry leaders across sectors. We are a pioneer in global distributed collaboration, with 1200+ colleagues in 75+ countries and mostly remote roles. Teams meet a few times a year in various locations worldwide for strategy and alignment.

We are hiring Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to extend our reach in industries like Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics. Candidates should have technical skills and familiarity with embedded Linux and RTOS. We are expanding globally and also hiring Sales Managers and Regional Directors. This role is suitable for those aiming for management positions.

Our Ubuntu editions, including Ubuntu Core, are state-of-the-art in security and resilience for connected devices and industrial PCs. Our customers include brands in consumer and industrial electronics, automotive, and robotics. We continually expand our offerings, including real-time Linux capabilities and certifications, to ensure reliability, security, and developer productivity across small Linux environments and devices.

This position involves prospecting and strategic account development, requiring energy, ambition, and focus. You must be comfortable selling open source, services, and software solutions across organizational levels, especially to departments developing embedded software and IoT devices. Familiarity with at least one of our priority sectors is preferred.

Customers value the integrated support for open source solutions we provide, offering security compliance and support from a single vendor. Our goal is to offer more solutions than any other vendor, across all clouds, compute types, and applications. We deliver licensed enterprise software, support, managed services, consulting, and training for Ubuntu and open source applications on various platforms. We are growing steadily, with a mostly distributed leadership team worldwide. We believe talent is globally distributed and aim to hire, develop, and promote diverse, exceptional leaders to build a top-tier enterprise software company.

Our hiring process is thorough and deliberate, taking three to six months. This role is suited for ambitious candidates with long-term career visions who understand open source's rise and enterprise procurement drivers. We set high standards for ability and character, fostering teamwork, diligence, and collaboration. We value those willing to push for excellence, even if it means discomfort.

In building our sales team, we seek five qualities:

• Empathy for customers and understanding their needs and challenges
• High intellect and quick learning ability
• Passion for technology and solving complex problems
• Teamwork and collaborative spirit
• Energy and motivation to achieve results

Ubuntu's widespread adoption provides credibility, but success requires effort to develop profitable relationships. You will need to go beyond inbound interest, developing your territory through outreach, prospecting, marketing, and industry events. Judgement is essential to identify prospects ready to adopt open source solutions, and you will manage your pipeline using professional tools like Salesforce.

The role involves carrying an annual bookings quota, traveling regionally and internationally, and working with colleagues and partners on account strategies. You should be comfortable selling enterprise software, open source, cloud, virtualization, and container technologies to senior enterprise levels.

Location: We are expanding 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 pipelines via outreach and industry events
• Closing contracts to meet/exceed targets
• Managing customer relationships throughout the sales cycle
• Working with IoT engineers to ensure customer satisfaction
• Maintaining accurate data and forecasts in Salesforce
• Building relationships with key influencers and decision-makers
• Coordinating with support, delivery, and management teams

Qualifications:

• Strong academic record from high school and university
• Degree in a technical field
• Confidence in communication and feedback exchange
• Proven success in sales, especially in embedded Linux or enterprise software
• Track record of achieving sales targets and large wins
• Passion for technology demonstrated through personal projects
• Professional English skills and presentation abilities
• 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 trips
• 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
• USD 2,000 annual learning and development budget
• Annual compensation review and performance bonuses
• Additional benefits reflecting our values

About Canonical:

Canonical leads in open source, publishing Ubuntu, a key platform for AI, IoT, and cloud. We hire globally, setting high standards for excellence, and most employees work remotely. Joining us is a future-oriented opportunity that challenges you to innovate, learn, and grow.

Canonical is an equal opportunity employer: We promote a workplace free from discrimination, valuing diversity of backgrounds and perspectives.