Embedded Software Sales Representative, Manager and Director

Canonical Ltd; United States; Remote; USD 80,000 - 120,000; Full time

Job summary

Canonical is seeking Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to drive growth in critical industries. The role involves strategic account development, prospecting, and selling open-source solutions, requiring technical skills in embedded Linux and strong sales acumen.

Benefits

Learning and Development Budget of USD 2,000 annually

Annual Compensation Review

Generous Leave Policies

Wellness Programs

Qualifications

• Proven sales achievement, especially in embedded Linux or enterprise software.
• Excellent English communication skills.
• Willingness to travel internationally up to 50%.

Responsibilities

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

Skills

Communication

Sales Achievement

Interpersonal Skills

Attention to Detail

Self-Motivation

Education

Strong Academic Background

Tools

Salesforce

Linux

Job description

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

We are hiring Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to expand our reach in mission-critical industries such as 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 with access to substantial markets are encouraged to apply. We also seek Sales Team Managers and Regional Sales Directors for leadership roles.

Our Ubuntu server edition is already widespread in connected devices and industrial PCs. Ubuntu Core, our IoT edition, offers leading security and resilience for high-end appliances and equipment, serving clients in consumer electronics, industrial electronics, automotive, and robotics. We continue to enhance our offerings with new features like real-time Linux and certifications, aiming for optimal reliability, security, and developer productivity.

This role involves prospecting and strategic account development, requiring energy, ambition, and focus. Success depends on your ability to position and sell open source solutions at all organizational levels, especially to departments developing embedded software and IoT devices.

Customers value the comprehensive security and support for open source solutions provided by Canonical. We aim to offer more solutions than any other vendor, across all cloud, compute, and application categories. We provide enterprise software, support, managed services, consulting, and training for Ubuntu and open source applications across cloud, data centers, and IoT ecosystems. Our growth is steady, and we operate in a mostly distributed model with leadership worldwide. We believe talent is globally distributed and are committed to hiring diverse, exceptional leaders to build a leading enterprise software company.

Our hiring process is selective and lengthy, typically taking three to six months. We seek ambitious, long-term thinkers who understand the rise of open source and enterprise procurement drivers. We set high standards for ability and character, fostering teamwork, diligence, and collaboration in an environment that values excellence and is willing to embrace discomfort to achieve it.

In building our sales team, we value:

1. Empathy for the customer: understanding needs and industry challenges
2. High intellect: quick learning and clear communication
3. Passion for technology: fascination with innovative solutions
4. Teamwork: collaboration and balancing personal and team goals
5. Energy: motivation to achieve results

While Ubuntu’s widespread adoption provides a strong starting point, sales professionals must work to develop trusted, profitable relationships in their territories beyond inbound interest. This involves strategic planning, account management, and proactive relationship development, with ongoing reporting using professional tools.

The role requires managing an annual bookings quota, regional travel, and engaging with clients and partners to promote enterprise software, open source, cloud, virtualization, and container technologies at senior levels.

Location: We are expanding in all regions — EMEA, APAC, and Americas.

The role entails

• Building and executing a territory plan targeting security-focused brands
• Collaborating with marketing to boost brand awareness
• Developing pipeline through outreach, prospecting, and events
• Closing contracts to meet quarterly and annual targets
• Managing customer relationships throughout the sales cycle
• Working with IoT Field Engineers to meet customer needs
• Maintaining accurate data and forecasts in Salesforce
• Building relationships with key influencers and decision-makers
• Coordinating with support, delivery, and management teams

What we are looking for in you

• Strong academic background
• Confidence in communication and feedback exchange
• Proven sales achievement, especially in embedded Linux or enterprise software
• Passion for technology and personal projects
• Work ethic and confidence to collaborate with motivated colleagues
• Excellent English communication skills
• Experience with Linux (Debian or Ubuntu preferred)
• Interpersonal skills, curiosity, flexibility, 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 colleagues

We offer competitive worldwide compensation, including base pay, performance bonuses, and benefits aligned with local needs, such as:

• Distributed work environment with biannual in-person team sprints
• Learning and development budget of USD 2,000 annually
• Annual compensation review and recognition rewards
• Generous leave policies, including parental leave
• Wellness programs and travel opportunities

About Canonical

Canonical pioneers in open source, publishing Ubuntu, a key platform for AI, IoT, and cloud. We recruit globally and uphold high standards of excellence, fostering an innovative, remote-friendly environment that challenges and develops our colleagues.

Canonical is an equal opportunity employer