Enterprise Account Executive

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We are looking for a talented individual to join our sales team.

This is a general track role, hiring for opportunities across all levels of seniority in our Sales Teams. Apply if you believe you possess outstanding revenue generating experience from the Technology industry. Open source software is the new default in the enterprise, and Canonical is a challenger to major enterprise software vendors. We deliver better open source from the data center to cloud and edge. Our Linux distribution Ubuntu is now the leading platform for public cloud compute and the favorite platform for software engineers, data scientists and AI developers. Our mission is to accelerate the adoption and quality of open‑source globally, and we aim to be the most compelling way to ride that wave.

Our customers include Global 500 enterprises and startups. We are expanding our product range from the base operating system – Ubuntu – to full enterprise solutions in infrastructure and applications, including software‑defined storage, private cloud solutions, container runtime environments, databases, message queues, identity, observability, analytics, machine learning and web publishing capabilities. Customers love the idea that they can get security compliance and support for everything open source from a single company, and we aim to have more solutions on tap than any other vendor.

Canonical provides licensed enterprise software products, commercial support, managed services, consulting and training services to customers deploying Ubuntu or open‑source applications on the cloud, in their data center, or to the connected device and IoT ecosystem. We are just over 1,000 colleagues in 70+ countries, with $250m in revenue, profitable and on a steady growth trajectory. We are almost entirely distributed, with leadership spread across many countries.

We hire carefully and deliberately; our selection process is long and requires substantial work from applicants. Successful applicants will need 3–6 months to secure an offer. It is an excellent place to apply if you are ambitious and long‑term focused.

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

• Empathy for the customer – real understanding of customer needs, industry‑specific challenges and a desire to help customers solve business problems
• High intellect – ability to learn quickly, understand complex subjects and communicate clearly to build trust and confidence
• Passion for technology – fascination with state‑of‑the‑art solutions and fierce competition for high‑profile wins
• Teamwork – willingness to help others, collaborate with different disciplines, and balance personal and team ambitions
• Energy – drive to motivate oneself and others to achieve the best result for the team and our customers

Ubuntu is widely adopted, giving us a credible basis for conversations, but sales professionals must build on adoption to create trusted relationships. The successful candidate will carry an annual bookings quota within their assigned territory, often traveling regionally for client engagement, industry conferences and internationally for company events twice a year.

What your day will look like

• Represent the company, its solutions and software in your territory
• Build and execute a territory plan to prioritize outreach and prospecting
• Develop new pipeline through outreach, local marketing and industry events
• Close contracts to meet and exceed quarterly and annual booking targets
• Be mindful and proactive of tactical and strategic objectives
• Manage customer relationships through all stages of the sales cycle
• Work with field engineers to propose solutions that solve customer business problems
• Work with customer success to identify growth opportunities
• Maintain accurate pipeline data and forecasts within Salesforce
• Establish productive professional relationships with key influencers and decision‑makers

What we are looking for in you

• Bachelor's level degree, preferably in engineering or computer science
• Experience with open‑source technology and solutions
• Detail‑oriented with effective follow‑up
• Experience in enterprise software or technology sales planning and execution
• Track record of achievement in sales targets and new account wins
• Self‑discipline and motivation to succeed in a distributed team
• Professional written and spoken English, and any language relevant to your target market
• Ability to travel for customer engagements, industry events and company events

Additional Skills Of Interest

• Specific vertical experience – finance, telco, health, energy, public sector, technology
• Experience speaking at conferences or industry events

What we offer you

• Distributed work environment with twice‑yearly in‑person team sprints
• 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 Program
• Opportunity to travel to new locations to meet colleagues
• Priority Pass and travel upgrades for long‑haul company events

Location

We are expanding our sales organisation globally and have open roles in every region.

About Canonical

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the publisher of Ubuntu, one of the most important open‑source projects, we are changing the world daily. We recruit globally and set a very high standard for people joining. We expect excellence to succeed and will challenge you to think differently, work smarter, learn new skills and raise your game.

Canonical is an equal opportunity employer.

We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives and background creates a better work environment and products. Whatever your identity, we will give your application fair consideration.

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