Chief Revenue Officer

Canonical - Jobs; A distancia; MXN 2,694,000 - 4,492,000; Jornada completa

Descripción de la vacante

A leading open source software provider is seeking a Chief Revenue Officer to oversee enterprise sales and partner strategies. The successful candidate will be responsible for developing go-to-market strategies, supervising recruitment, and ensuring customer satisfaction. This role requires a university degree in a related field and significant experience in high-growth technology environments. This position offers a distributed work environment with opportunities for personal development and travel.

Servicios

Personal learning and development budget

Annual compensation review

Maternity and paternity leave

Formación

• Progressive experience in high-growth technology firms.
• Operational leadership in recurring revenue environments.
• Proven ability to lead sales teams to world-class performance.

Responsabilidades

• Lead the go-to-market strategy and execution for high-value deals.
• Supervise the recruitment and development of the revenue organization.
• Ensure high-quality customer engagement and satisfaction.

Conocimientos

Sales leadership

Strategic planning

Customer success management

Partnership development

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 breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include the world's 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 very 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. As companies refresh their data centers, our goal is to be the platform for cloud and apps. As they re-architect their business applications to embrace open source, our goal is to deliver the majority of their databases, analytics, messaging, publishing, identity, security, workflow… everything that is open source. We are committed to doing that at the most efficient price points possible to drive down the total cost of IT, but this is nevertheless a significant global market, and our ambition is to be counted among the most valued software suppliers to the Global 10,000.

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.

Responsibilities

As Chief Revenue Officer you will be accountable for:

• Go‑to‑market strategy – prioritize sectors and markets, identify organisational gaps and lead hiring to close them
• Planning – challenge individual teams to develop appropriate, 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 the Canonical recruitment, selection and onboarding processes in your organisation
• Productivity – design and lead career and skills development together with continuous improvement in your organisation
• Culture – select for, and 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:

VP 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

VP 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 pre‑install 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

VP Field Engineering

Our VP Field Engineering will report to the CRO. Our field engineering organisation is more than a traditional pre‑sales or solution architect team; they are expert implementers with a commitment to deliver what they themselves promise. They have served as an effective way to accelerate customer adoption and confidence as Ubuntu and our open source solutions displace incumbent providers.

Head of Customer Success

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

Head of Revenue Operations

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 firm
• Experience leading a sales, partnership or field engineering organization 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

Benefits

• 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

Equal Employment Opportunity

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.