EMEA Sales Director, ISV Embedded Solutions

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

Job summary

An established industry player is seeking a dynamic EMEA Sales Director for ISV Embedded Solutions. This pivotal role involves driving partnerships and licensing for Ubuntu and Ubuntu Pro, enabling ISVs to create innovative software solutions. The ideal candidate will possess a strong technical background, exceptional interpersonal skills, and a passion for technology. With a commitment to open source, this position offers a unique opportunity to shape the future of software in a collaborative environment. Join a forward-thinking company that values diversity and fosters a remote-first culture, where your contributions will make a significant impact.

Benefits

Annual Learning and Development Budget

Recognition Rewards

Holiday Leave

Maternity/Paternity Leave

Employee Assistance Programme

Travel Opportunities

Priority Pass for Travel

Travel Upgrades for Company Events

Qualifications

• Strong academic background with a degree in a technical field.
• Experience in software and SaaS business development.

Responsibilities

• Drive embedded support and licensing sales with ISVs.
• Negotiate contracts with ISV partners and customers.
• Collaborate with teams to develop product offerings.

Skills

Software Development

SaaS

Linux (Debian or Ubuntu)

Open Source

Cloud Services

Business Development

Lead Generation

Interpersonal Skills

Presentation Skills

Strategic Relationship Building

Education

Degree in a Technical Field

Strong Academic Record

Job description

EMEA Sales Director, ISV Embedded Solutions

Join to apply for the EMEA Sales Director, ISV Embedded Solutions 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 1,100+ colleagues in over 75 countries and few office-based roles. Teams meet in person two to four times a year in interesting locations worldwide to align on strategy and execution.

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

We are hiring a Sales Director, ISV Embedded Solutions in various locations to drive partnerships for licensing and embedding Ubuntu and Ubuntu Pro into software and SaaS solutions.

Canonical supports ISV customers and alliances in building on Ubuntu and Ubuntu Pro, enabling them to deliver fast, reliable, secure, compliant, and consistent solutions.

We offer the world's most extensive base of open source software, backed by comprehensive SLA support, FIPS-certified cryptographic compliance, and security commitments meeting HIPAA and FedRAMP standards. We are the top-rated operating system for developers. Partnering with major public cloud providers, we ensure Ubuntu is optimized and seamlessly integrated with their services, facilitating deployment across multi-cloud environments. We collaborate with server manufacturers, IoT providers, and silicon vendors to enable, optimize, and certify Ubuntu on their hardware, making Ubuntu ideal for ISVs selling physical appliances or traditional software solutions.

Top AI brands build on Ubuntu Pro capabilities to focus on their product propositions rather than maintenance or compliance.

Location: Multiple openings in the Americas and EMEA time zones.

The role entails:

The Sales Director, ISV Embedded Solutions will collaborate with Product, Alliances, Sales, Business Development, and Marketing teams to prospect into ISV accounts, introduce our offerings, and help partners or potential customers develop their products leveraging our portfolio. The successful candidate will:

• Drive embedded support and licensing sales with ISVs to exceed quarterly and annual bookings targets.
• Lead customer and partner relationships through all sales, customer success, and support stages.
• Deepen understanding and engagement with the open source ecosystem.
• Identify and develop partnerships supporting Canonical's strategic goals.
• Collaborate with product management to ensure platform and solution fitness and enhancements for ISVs.
• Negotiate contracts with new and existing ISV partners and customers.
• Shape content and messaging for ISV partners and customers.

What we are looking for in you:

• Strong academic record from high school and university.
• Degree in a technical field or a compelling alternative narrative.
• Ability to establish strategic relationships across organizational levels.
• Passion for technology with extensive experience in software, SaaS, Linux (Debian or Ubuntu preferred), open source, cloud, and container services.
• Experience in lead generation and business development in software.
• Excellent interpersonal, curiosity, flexibility, and accountability skills.
• Outstanding business English writing and presentation skills.
• Proven track record of meeting commitments and exceeding expectations.
• Leadership, skills development, and mentorship abilities.
• Appreciation of diversity and effectiveness in multicultural, multinational environments.
• Willingness to travel internationally twice a year for up to two weeks.

What we offer colleagues:

Our compensation considers location, experience, and performance, with annual reviews and performance bonuses or commissions. Additional benefits include:

• Distributed work environment with twice-yearly team sprints.
• USD 2,000 annual learning and development budget.
• Recognition rewards, holiday leave, maternity/paternity leave, Employee Assistance Programme.
• Travel opportunities, Priority Pass, and travel upgrades for company events.

About Canonical:

Canonical leads in open source innovation, publishing Ubuntu—key to AI, IoT, and cloud platforms. We recruit globally, uphold high standards, and foster a remote-first culture since 2004. Working here challenges you to think differently, work smarter, and learn continuously.

We are an equal opportunity employer committed to diversity and inclusion, ensuring fair consideration for all applicants regardless of background.

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Sales and Business Development

Industries

• Software Development