Embedded Software Sales Representative, Manager and Director

Canonical; Victoria; Remote; USD 60,000 - 100,000; Full time

Job summary

An established industry player seeks an Embedded / IoT Sales Representative to drive growth across diverse sectors like Automotive and Robotics. This role demands a blend of technical knowledge and sales prowess, focusing on building relationships and executing strategic plans. With a commitment to open-source solutions, the company fosters a distributed work environment that values innovation and collaboration. Ideal candidates will possess a strong technical background, exceptional communication skills, and a passion for technology. Join a forward-thinking team that embraces diversity and aims for excellence in every endeavor.

Benefits

Distributed work environment

Learning and development budget

Annual compensation review

Performance bonuses

Parental leave

Employee assistance

Travel opportunities

Recognition rewards

Qualifications

• Proven sales achievement in embedded or enterprise software.
• Excellent English skills and presentation abilities.

Responsibilities

• Develop territory strategies and engage in outreach.
• Manage relationships and meet bookings quota.
• Collaborate with marketing to increase awareness.

Skills

Empathy for customers

High intellect

Passion for technology

Teamwork and collaboration

Sales achievement

Linux experience

Communication skills

Detail-oriented

Education

Technical degree in engineering or computer science

Strong academic background

Tools

Salesforce

Job description

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 in global distributed collaboration, with 1200+ colleagues in 75+ countries, and few office-based roles. Teams meet a few times yearly in interesting locations worldwide to align on strategy and execution.

The company is founder-led, profitable, and growing.

We are hiring Embedded / IoT Sales Representatives to expand our reach 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 almost any country with reasonable market access are welcome. As we grow, we will also hire Sales Team Managers and Regional Sales Directors. Please continue if your goal is a management leadership position.

The server edition of Ubuntu is widely used in connected devices and industrial PCs. Our newer edition, Ubuntu Core, offers state-of-the-art security and resilience for high-end appliances and equipment, with customers in consumer and industrial electronics, automotive, and robotics. We are expanding our offerings to bring security, management, and developer experience to small Linux environments and devices, including new real-time Linux capabilities and certifications. Our portfolio aims for reliability, security, developer productivity, and footprint optimization.

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 beneficial.

Customers value the ability to get 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 enterprise software, support, managed services, consulting, and training for Ubuntu and open source applications on cloud, data centers, and IoT ecosystems. We are growing steadily, mostly remotely, with leadership across many countries. We believe talent is globally distributed and aim to hire, develop, and trust a diverse, exceptional team to build the best enterprise software company.

Our hiring process is deliberate and extensive, taking three to six months. This role is suited for ambitious, long-term thinkers who understand the rise of open source and enterprise procurement drivers. We set high standards for hiring and performance, selecting for ability and character, and fostering teamwork, diligence, collaboration, and effectiveness. We value excellence, even if it requires discomfort.

In building our sales team, we look for:

• Empathy for customers, understanding their needs and challenges
• High intellect for quick learning and complex understanding
• Passion for technology and innovation
• Teamwork and collaboration skills
• Energy and motivation to achieve results

Ubuntu's widespread adoption provides a credible market position, but building profitable relationships requires effort. You will develop territory strategies, engage in outreach, and manage relationships beyond inbound interest, using professional tools like Salesforce. The role involves meeting a bookings quota, traveling regionally and internationally, and selling enterprise software, open source, cloud, virtualization, and container solutions to senior enterprise levels.

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

The role includes:

• Building and executing territory plans
• Collaborating with marketing to increase awareness
• Developing pipeline through outreach and events
• Closing contracts to meet targets
• Managing customer relationships
• Working with engineers to understand requirements
• Maintaining data and forecasts in Salesforce
• Building relationships with key decision-makers
• Coordinating with colleagues and support teams

What we seek in candidates:

• Strong academic background
• Technical degree (e.g., in engineering or computer science)
• Confidence in communication and feedback
• Proven sales achievement, especially in embedded or enterprise software
• Passion for technology and personal projects
• Work ethic and confidence
• Excellent English skills and presentation abilities
• Linux experience (Debian or Ubuntu preferred)
• Interpersonal skills, curiosity, flexibility, accountability
• Respect for diversity and cultural sensitivity
• Self-motivation and result orientation
• Willingness to travel up to 50%, including international travel
• Ability to develop and execute sales plans
• Detail-oriented and good 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 compensation review and performance bonuses
• Benefits reflecting our values and local needs
• Recognition rewards, leave, parental leave, employee assistance
• Travel opportunities to meet colleagues and attend events

About Canonical:

Canonical pioneers in open source, publishing Ubuntu, a key platform for AI, IoT, and cloud. We hire globally, uphold high standards, and expect excellence. Most colleagues work remotely, and working here challenges you to think differently, learn new skills, and grow.