Embedded IoT / Edge Solutions Sales Representative, Manager and Director

Canonical; Tacoma (WA); Remote; USD 80,000 - 120,000; Full time

Job summary

A leading provider of open-source software is seeking Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors. This role involves strategic account development and requires strong technical skills in embedded Linux and RTOS. Candidates will work in a distributed environment, focusing on building relationships and generating revenue across various sectors. The company offers a flexible work culture, annual learning budgets, and opportunities for travel.

Benefits

USD 2,000 annual learning and development budget

Annual salary review and performance bonuses

Recognition programs

Holiday leave

Parental leave

Wellness and support programs

Travel opportunities to new locations

Qualifications

• Proven sales achievements and large account wins.
• Experience with embedded Linux and enterprise software.
• Excellent English communication skills.

Responsibilities

• Building and executing a territory plan targeting security-focused brands.
• Developing pipeline through outreach and industry events.
• Managing customer relationships throughout the sales cycle.

Skills

Empathy

Communication

Teamwork

Motivation

Education

Undergraduate degree in a technical field

Tools

Salesforce

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 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 1200+ colleagues across 75+ countries and few office-based roles. Teams meet 2-4 times annually in interesting locations 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 and familiar with embedded Linux and RTOS. We are expanding globally, so candidates from almost any country are welcome if they have reasonable access to a substantial market territory. As we grow, we will also hire Sales Team Managers and Regional Sales Directors. If your goal is a management leadership position, please continue with this process.

Ubuntu's server edition is widely used in connected devices and industrial PCs. Our newer Ubuntu Core edition offers advanced security and resilience for high-end appliances and equipment, serving clients in consumer and industrial electronics, automotive, and robotics. We are expanding our offerings to bring security, management, and developer tools to the smallest Linux environments and devices, including new real-time Linux capabilities and certifications. This portfolio represents Linux reinvented for reliability, security, developer productivity, and footprint.

This role involves prospecting and strategic account development, requiring energy, ambition, and focus. Success depends on positioning and selling open source, services, and software solutions to all organizational levels, especially departments developing embedded software and IoT devices. Familiarity with at least one priority sector is preferred.

Customers value the ability to obtain security compliance and support for open source from a single vendor. Our goal is to offer more solutions than any other vendor, across all clouds, compute classes, and applications. Canonical provides 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 on a steady growth trajectory, predominantly distributed globally, believing talent is evenly spread, and committed to hiring, developing, and trusting diverse, exceptional leaders.

Our hiring process is deliberate and thorough, taking 3-6 months for successful candidates. This role suits ambitious, long-term thinkers who understand open source's rise and enterprise procurement drivers. We set high standards for ability and character, fostering teamwork, diligence, collaboration, and effectiveness. We value five traits in our sales team:

• Empathy for customer needs and challenges
• High intellect and quick learning
• Passion for technology and solving hard problems
• Teamwork and collaboration
• Energy and motivation

While Ubuntu’s adoption provides a credible market base, sales professionals must actively build relationships to generate revenue. This involves territory and account planning, outreach, prospecting, and ongoing reporting using professional tools.

The successful candidate will carry an annual bookings quota, travel regionally and internationally, and demonstrate professionalism in prospecting, maintaining relationships, and working with colleagues and partners. Selling enterprise software, open source, cloud, virtualization, and container technologies to senior enterprise levels is essential.

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

Key responsibilities include:

• Building and executing a territory plan targeting security-focused brands
• Collaborating with marketing to boost brand awareness
• Developing pipeline through outreach and industry events
• Closing contracts to meet/exceed bookings and strategic goals
• Managing customer relationships throughout the sales cycle
• Working with IoT Field Engineers to ensure customer satisfaction
• Maintaining accurate data in Salesforce
• Building relationships with key influencers and decision-makers
• Coordinating with support, delivery, and management teams

Qualifications:

• Strong academic background from high school and university
• Undergraduate degree in a technical field
• Confidence in communication and idea sharing
• Proven sales achievements and large account wins
• Experience with embedded Linux, embedded or enterprise software
• Passion for technology demonstrated through personal projects
• Strong work ethic and confidence
• Excellent English communication skills
• Interpersonal skills, curiosity, flexibility, accountability
• Appreciation for diversity and multicultural environments
• Self-motivation and result-oriented mindset
• Willingness to travel up to 50%, including international trips

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
• Recognition programs, holiday leave, parental leave
• Wellness and support programs
• Travel opportunities to new locations

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 promote excellence, collaboration, and learning. Working here is future-focused, challenging, and rewarding.

Canonical is an equal opportunity employer. We value diversity and are committed to fair consideration of all applicants.