Embedded IoT / Edge Solutions Sales Representative, Manager and Director

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

Job summary

A leading company is seeking Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors. This role requires technical skills in embedded Linux and RTOS, focusing on strategic account development and customer relationships. Candidates will work in a distributed environment with opportunities for international travel and collaboration. The company offers a supportive culture, generous benefits, and a commitment to diversity.

Benefits

Learning and development budget of USD 2,000/year

Annual pay review and recognition rewards

Generous leave

Parental leave

Wellness programs

Travel opportunities

Qualifications

• Proven sales achievement, especially in embedded Linux/software.
• Strong academic record from high school and university.
• Excellent English communication and presentation skills.

Responsibilities

• Building and executing territory plans targeting security-focused brands.
• Closing contracts to meet/exceed bookings and strategic goals.
• Managing customer relationships throughout the sales cycle.

Skills

Communication

Interpersonal skills

Adaptability

Self-motivation

Teamwork

Education

Degree in a technical field

Tools

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 and industry leaders across sectors. We are a pioneer in global distributed collaboration, with 1200+ colleagues in 75+ countries, and few office-based roles. Teams meet 2-4 times annually 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, so candidates from any country with suitable market access are welcome. As we grow, we will also hire Sales Managers and Regional Directors. If your goal is a management role, please continue with the process.

Ubuntu's server edition is widely used in connected devices and industrial PCs. Ubuntu Core, our IoT edition, offers security and resilience for high-end appliances and equipment. Our customers include brands in consumer and industrial electronics, automotive, and robotics. We are expanding our offerings to improve security, management, and developer experience in small Linux environments and devices, including new 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 various organizational levels, especially departments developing embedded software and IoT devices. Familiarity with at least one of our priority sectors 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 types, 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 trajectory, mostly distributed, with leadership worldwide. We believe talent is globally distributed and aim to hire, develop, and trust diverse, exceptional leaders to build a top-tier enterprise software company.

Our hiring process is deliberate and extensive, 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 hiring and performance, selecting for ability and character, fostering teamwork, diligence, collaboration, and effectiveness. We value continuous improvement and excellence.

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

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

Ubuntu's widespread adoption provides a solid market base, but sales professionals must develop relationships and create profitable partnerships. This involves territory and account planning, proactive outreach, and continuous reporting using professional tools.

The successful candidate will have an annual bookings quota, be able to travel regionally and internationally twice a year, and demonstrate professionalism in prospecting, relationship management, and account strategy. Selling enterprise software, open source, cloud, virtualization, container technologies, and technical solutions to senior enterprise levels is required.

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

Key responsibilities include:

• Building and executing territory plans targeting security-focused brands
• Collaborating with marketing to promote brand awareness
• Developing pipeline through outreach and industry events
• Closing contracts to meet/exceed bookings and strategic goals
• 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 departments

Qualifications:

• Strong academic record from high school and university
• Degree in a technical field
• Confidence in communication and idea sharing
• Proven sales achievement, especially in embedded Linux/software
• Passion for technology and personal projects
• Work ethic and confidence to excel in a motivated team
• Excellent English communication and presentation skills
• Experience with Linux (Debian/Ubuntu preferred)
• Interpersonal skills, curiosity, adaptability, accountability
• Appreciation for diversity and multicultural environments
• Self-motivation and result orientation
• Ability to travel internationally and locally as required
• Capability 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
• Learning and development budget of USD 2,000/year
• Annual pay review and recognition rewards
• Generous leave, parental leave, wellness programs
• Travel opportunities and company event upgrades

About Canonical: Canonical is a pioneer in open source, publishing Ubuntu, a key platform for AI, IoT, and cloud. We recruit globally, value excellence, and promote a forward-thinking, innovative work environment. Most employees work remotely, and we challenge you to think differently, learn continuously, and excel.

Canonical is an equal opportunity employer. We foster a workplace free from discrimination, valuing diverse experiences and backgrounds. All applications are given fair consideration.