Chief Revenue Officer

Canonical; Málaga; A distancia; EUR 90.000 - 110.000; Jornada completa

Descripción de la vacante

A leading open-source software provider is seeking a Chief Revenue Officer to oversee enterprise sales and partner relationships. This role will drive sustainable growth through strategic leadership and operational excellence. The ideal candidate will have experience in high-growth technology firms and deep insights into the enterprise software market. A strong focus on team leadership and customer success is essential.

Servicios

Personal learning and development budget

Annual compensation review

Distributed work environment

Maternity and paternity leave

Formación

• Progressive operational and leadership experience in high growth technology firms.
• Experience leading a sales or partnership organization to maturity.
• Deep insights into enterprise software and infrastructure markets.

Responsabilidades

• Lead enterprise sales, sales development, and customer success teams.
• Drive sustainable growth through strategic planning and execution.
• Support leaders to close large deals with global enterprises.

Conocimientos

Leadership

Strategic Planning

Sales Management

Operational Excellence

Educación

University degree in CS or STEM

Descripción del empleo

Overview

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 in many sectors. The company is a pioneer of global distributed collaboration, with 1000+ colleagues in 70+ countries and few roles based in offices. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. Our business opportunity is significant; we can deliver both infrastructure and business applications to the enterprise market, and we aim to be the platform for cloud and apps as companies refresh their data centers and re-architect their business applications to embrace open source.

The company is founder led, profitable and growing. We are hiring a Chief Revenue Officer, to lead our enterprise sales, sales development, partner, channel, alliance, customer success and field engineering teams. This position reports to the CEO and collaborates with Canonical’s senior leaders to drive sustainable growth. Success in this role depends on both operational and inspirational leadership. It is program, process and metric oriented, with leadership and charisma being necessary but not sufficient. It is not itself a sales position but demands astute planning and tactical operations combined with leadership, rigor and insight into the global dynamics and drivers of enterprise software selection and procurement today. We are seeking a leader who is insightful and passionate about the impact of open source in the world.

Across every category of compute — from the lowest-level microcontroller to the fastest CPUs and GPUs, and from the largest cloud infrastructure to the smallest devices — open source is growing in share and reputation. Our opportunity is to deliver the majority of that software globally, efficiently and at low cost, while accelerating progress and preserving a level playing field in silicon and cloud. We work closely with silicon and cloud providers to maximise performance and align with their differentiated offerings, build and sustain trust, and enable customers to access open source and the best of infrastructure and compute capability. As a result, we are growing mind share and market share. This is a tremendous responsibility and an extraordinary value proposition.

As Chief Revenue Officer you will be accountable for:

• Go-to-market strategy – prioritize sectors and markets, identify organizational gaps and lead hiring to close them
• Planning – challenge teams to develop ambitious but sustainable execution plans and metrics with cascading goals and targets
• Execution – review relevant data and correct course where needed on a monthly, quarterly and annual basis
• Sponsorship – support leaders to close large ($10M+ ARR) deals with global-10k enterprises and large, complex, global tech sector partners
• Insight – capture and share patterns, issues, and insights from customers and partners to broaden commercial awareness within Canonical
• Staffing – supervise Canonical recruitment, selection and onboarding processes in your organisation
• Productivity – design and lead career and skills development with continuous improvement
• Culture – invest in transparent communications, accountability, trust, and the work ethic needed for success
• Inspirational leadership – demonstrate and cultivate passion for Canonical's mission, for customers and the market

The successful candidate will lead our revenue organisation, consisting of:

• Direct enterprise sales — The VP Enterprise Sales will report to the CRO.
• Set high expectations of sales ability, readiness, performance and results
• Hire sales leaders, and set expectations for hiring effectiveness and results in the org
• Work with sales leaders to build annual targets and plans by region, sector and product
• Ensure accurate reporting and status on prospects and opportunities
• Review progress, metrics and results on a weekly, monthly and quarterly basis
• Lead for high quality customer engagement and commitment to customer delight

Alliances, channels and partnerships: Our VP Alliances will report to the CRO. This lead drives our strategy and execution in regard to:

• ISVs who embed Ubuntu and Canonical open source
• IHVs (Dell, HP, Lenovo, etc.) who certify and preinstall Ubuntu and deliver solutions
• Silicon providers (Intel, Nvidia, Qualcomm, Mediatek, etc.) who optimise open source for their new offerings
• Cloud partners and customers who build ecosystems, products and communities based on Ubuntu
• VAR, GSI and distribution partnerships

Sector go-to-market: Sector GTM leads report to the VP Alliances, but overall sector strategy and execution are a CRO responsibility. We are building expertise and leadership in telco, finance, automotive, energy, retail and health sectors, with plans to expand sector-specific investments to address customer needs and trends.

Field engineering: Our VP Field Engineering will report to the CRO. The field engineering organisation is comprised of expert implementers who deliver what they promise and help accelerate customer adoption and confidence in Ubuntu and open source solutions.

Customer success: Our Head of Customer Success will report to the CRO. This is a new organisation that has progressed in establishing processes and relationships; we expect to grow this capability as we expand our portfolio and move deeper into solution sales.

Potentially, revenue operations ("sales ops"): Our Head of Revenue Operations will report to either the COO or the CRO. In this organisation we:

• Ensure correct reporting of pipeline and progress
• Ensure contracting processes and terms meet agreed standards
• Agree variances through commercial reviews with company leadership
• Recognise and reward salespeople and leaders with MBO goals and compensation plans

Required experience:

• University degree, preferably in CS or STEM with additional business disciplines or degrees
• Progressive operational and leadership experience in high growth, recurring revenue, and global technology firms
• Experience leading a sales, partnership or field engineering organisation to maturity and world-class performance
• Experience and deep insights into the enterprise software and infrastructure markets

Additional Skills And Experience We Value:

• Software engineering and architecture experience or skills
• Software industry insights on trends, strategy and competition
• Insight into open source history, dynamics, strategy and competition

What we offer you

We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance. In addition to base pay, we offer a performance-driven annual bonus. We provide all team members with additional benefits, which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally.

• Distributed work environment with twice-yearly team sprints in person
• Personal learning and development budget of USD 2,000 per year
• Annual compensation review
• Recognition rewards
• Annual holiday leave
• Maternity and paternity leave
• Employee Assistance Programme
• Opportunity to travel to new locations to meet colleagues
• Priority Pass, and travel upgrades for long haul company events

Canonical is an equal opportunity employer. We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.