Embedded IoT / Edge Solutions Sales Representative, Manager and Director

Canonical; City of Syracuse (NY); Remote; USD 100,000 - 150,000; Full time

Job summary

Canonical is seeking an Embedded IoT / Edge Solutions Sales Representative, Manager, or Director to drive sales in diverse industries including automotive and robotics. The ideal candidate will possess strong technical skills, sales achievements, and a passion for technology. This role involves strategic account development, collaboration with IoT engineers, and maintaining customer relationships, all while working in a distributed team environment with opportunities for personal growth and development.

Benefits

Distributed work environment

USD 2,000 annual learning and development budget

Annual salary review and performance bonuses

Qualifications

• Proven sales achievement in embedded Linux/software or enterprise software.
• Strong work ethic and confidence.

Responsibilities

• Building and executing a territory plan targeting security-focused brands.
• Managing customer relationships throughout the sales cycle.
• Closing contracts to meet/exceed targets.

Skills

Communication

Sales Achievement

Interpersonal Skills

Adaptability

Self-Motivation

Education

Degree in a technical field

Strong academic record

Tools

Salesforce

Linux

Job description

Embedded IoT / Edge Solutions Sales Representative, Manager and Director

Join to apply for the Embedded IoT / Edge Solutions Sales Representative, Manager and Director 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 cloud, data science, AI, engineering innovation, and IoT. Our customers include major public cloud providers, silicon companies, 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 2-4 times a year worldwide to align on strategy and execution.

The company is founder-led, profitable, and growing. We are hiring Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to expand into industries like Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics. Candidates should be technically skilled, familiar with embedded Linux and RTOS, and open to working across all time zones. We are also hiring Sales Managers and Regional Directors for leadership roles.

Our Ubuntu Core edition is designed for IoT security and resilience, serving customers in consumer and industrial electronics, automotive, and robotics. We aim to bring security, management, and developer tools to small Linux environments, with ongoing certifications and new features like real-time Linux.

This role involves prospecting and strategic account development, requiring energy, ambition, and focus. You must be comfortable selling open source solutions at all organizational levels, especially to departments developing embedded software and IoT devices. Familiarity with our priority sectors is preferred.

Customers value the integrated security and support solutions we offer. Our goal is to provide more solutions than any other vendor, across all cloud and compute categories. Canonical offers licensed enterprise software, support, managed services, consulting, and training for Ubuntu and open source applications deployed on cloud, data centers, or connected devices. We are growing steadily, with a mostly distributed team worldwide, emphasizing diversity and exceptional talent.

Our hiring process is rigorous, taking 3-6 months. We seek ambitious, long-term thinkers who understand open source's rise and enterprise procurement drivers. High standards are essential; we select for ability and character and foster teamwork, diligence, collaboration, and effectiveness.

We value five key qualities in our sales team:

• Empathy for customer needs and challenges
• High intellect and quick learning ability
• Passion for technology and innovation
• Teamwork and collaboration skills
• Energy and motivation

While Ubuntu's adoption provides a solid market presence, success requires building trusted relationships and developing your territory through outreach, prospecting, and industry engagement. Professional planning, reporting, and strategic development are expected.

The role involves carrying an annual bookings quota, traveling regionally and internationally, and engaging with clients at all levels to promote enterprise software, open source, cloud, virtualization, and container solutions.

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

The role entails:

• Building and executing a territory plan targeting security-focused brands
• Collaborating with marketing to increase awareness
• Developing pipeline via outreach and events
• Closing contracts to meet/exceed targets
• Managing customer relationships throughout the sales cycle
• Working with IoT engineers to ensure customer satisfaction
• Maintaining accurate data and forecasts in Salesforce
• Building relationships with key decision-makers
• Coordinating with colleagues across departments

Qualifications:

• Strong academic record from high school and university
• Degree in a technical field
• Confidence in communication and feedback exchange
• Proven sales achievement in embedded Linux/software or enterprise software
• Track record of meeting sales targets and large wins
• Passion for technology, evidenced by personal projects
• Strong work ethic and confidence
• Excellent English communication skills
• Experience with Linux (Debian or Ubuntu preferred)
• Interpersonal skills, curiosity, adaptability, accountability
• Appreciation for diversity and multicultural environments
• Self-motivation and result orientation
• Willingness to travel internationally up to 50%
• Ability to develop and execute sales plans
• Attention to detail and follow-up skills

What we offer:

• Distributed work environment with biannual in-person team sprints
• USD 2,000 annual learning and development budget
• Annual salary review and performance bonuses
• Additional benefits aligned with our values

About Canonical:

Canonical leads in open source innovation, publishing Ubuntu, a key platform for AI, IoT, and cloud. We hire globally, uphold high standards, and foster a future-oriented, innovative work culture. Working here challenges you to think differently, learn continuously, and excel.

Equal Opportunity:

We are committed to diversity and non-discrimination, welcoming applications from all backgrounds.