Embedded IoT / Edge Solutions Sales Representative, Manager and Director

Canonical; Waterloo; Remote; CAD 100,000 - 130,000; Full time

Job summary

A leading open-source software provider is hiring an Embedded IoT / Edge Solutions Sales Representative. This role involves developing new accounts, managing customer relationships, and achieving sales goals. Ideal candidates will have a technical background and experience in embedded Linux, with strong interpersonal skills. A global, performance-based compensation package is offered in a distributed work environment, fostering innovation and personal growth.

Benefits

Global, performance-based compensation with annual reviews

Learning and development budget of USD 2,000/year

Wellness programs and travel opportunities

Qualifications

• Strong academic background from high school and university.
• Proven sales achievement, especially in embedded Linux or enterprise software.
• Professional English skills and presentation ability.

Responsibilities

• Building and executing territory plans targeting security-focused brands.
• Developing pipeline through outreach and industry events.
• Managing customer relationships and satisfaction.

Skills

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 goals

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 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, data science, AI, engineering, and IoT. Our customers include top public cloud and silicon providers, industry leaders across sectors. We are a pioneer in global distributed collaboration, with over 1200 colleagues in 75+ countries and few office-based roles, meeting in person 2-4 times annually in interesting locations worldwide.

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

We are hiring Embedded IoT / Edge Solutions Sales professionals at various levels to expand into industries like Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics. Candidates should be technically skilled, familiar with embedded Linux and RTOS. We are expanding globally, welcoming candidates with good market access and willingness to travel regionally and internationally.

Our Ubuntu Core edition is designed for security and resilience in connected devices. Our offerings include security, management, and developer tools for small Linux environments and devices, with ongoing certifications and real-time Linux capabilities. Our goal is to provide comprehensive, secure, and reliable open source solutions across all cloud and compute categories.

This role involves prospecting and strategic account development, requiring energy, ambition, and focus. You should be comfortable selling open source solutions to various organizational levels, especially departments developing embedded software and IoT devices.

Customers value the ability to obtain security compliance and support from a single source. Canonical offers licensed enterprise software, support, managed services, consulting, and training for deployments in cloud, data centers, and IoT ecosystems. We are experiencing steady growth and operate with a highly distributed leadership across many countries, emphasizing diversity and exceptional talent.

Our hiring process is deliberate and thorough, taking 3-6 months for successful applicants. We seek long-term, ambitious individuals who understand the importance of open source and enterprise procurement drivers. We prioritize high ability, character, teamwork, and diligence, fostering an environment of continuous improvement and excellence.

We look for five key qualities in our sales team:

• 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 goals

While Ubuntu's adoption provides a strong foundation, success requires building relationships, developing territory and account strategies, and proactively managing pipelines using professional tools.

The role includes carrying an annual bookings quota, traveling regionally and internationally, prospecting new accounts, maintaining existing relationships, and selling enterprise software and solutions to senior enterprise stakeholders.

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

Key responsibilities:

• Building and executing territory plans targeting security-focused brands
• Collaborating with marketing to boost brand awareness
• Developing pipeline through outreach and industry events
• Closing contracts to meet sales targets
• Managing customer relationships and satisfaction
• Working with IoT engineers to understand requirements
• Maintaining accurate sales data in Salesforce
• Building relationships with key decision-makers
• Coordinating with support and delivery teams

Candidate requirements:

• Strong academic background from high school and university
• Technical undergraduate degree
• Confidence in communication and feedback exchange
• Proven sales achievement, especially in embedded Linux or enterprise software
• Passion for technology and personal projects
• Professional English skills and presentation ability
• Experience with Linux (Debian or Ubuntu preferred)
• Interpersonal skills, curiosity, flexibility, accountability
• Ability to travel internationally and develop sales plans

What we offer:

• Global, performance-based compensation with annual reviews
• Distributed work environment with biannual in-person team sprints
• Learning and development budget of USD 2,000/year
• Recognition rewards, holidays, 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 foster a remote, innovative culture. Working here challenges you to think differently and grow professionally.

Canonical is an equal opportunity employer.

We value diversity and provide fair consideration regardless of background or identity.