About Canonical

Canonical is a leading provider of open source software and operating systems, powering global enterprise and technology markets with its flagship platform, Ubuntu. As the fastest-growing Linux distribution and the #1 operating system in the cloud, Ubuntu supports breakthrough initiatives in public cloud, data science, AI, engineering innovation, and IoT. Canonical partners with industry giants like Google, Amazon, IBM, and Microsoft to help companies adopt new technologies faster, enabling success in AI, blockchain, IoT, advanced robotics, and self-driving cars.

Founded on principles of open source innovation, Canonical is a profitable, founder-led company with over 1200 colleagues across 75+ countries. Embracing a remote-first culture, the company minimizes office-based roles and fosters global distributed collaboration. Teams align through two to four in-person sprints annually in exciting worldwide locations, blending strategy, execution, and team building.

Role Overview

The Business Development Representative (BDR) role at Canonical is an entry point into one of the best technology sales academies in the market. This position is ideal for organized, persistent, charismatic, and hardworking individuals passionate about technology and its business impact. As a BDR, you will collaborate with regional sales and marketing teams to identify customer projects matching Canonical's product lines, spanning industries and geographies. You will spread the word about Canonical's open source solutions, generating leads that fuel a multi-million dollar sales pipeline.

This remote, worldwide role offers flexibility with occasional travel for global events, providing opportunities to present at booths and drive face-to-face sales. Canonical seeks ambitious over-achievers ready to own SMB opportunities and contribute to team processes.

Key Responsibilities

Drive Outbound Growth

Execute targeted outbound sales and marketing campaigns to engage prospects. Research market trends and prospective customers to uncover opportunities aligned with Ubuntu and Canonical's enterprise solutions.

Lead Generation Excellence

Generate high-quality leads for senior sellers, owning the process from discovery to qualified pipeline contribution. Navigate accounts from entry-level to executive stakeholders to identify new business.

Close Deals and Collaborate

Own and close small-to-medium business (SMB) opportunities within your territory. Collaborate across sales, marketing, and senior teams to define processes, drive results, and ensure seamless execution.

Global Engagement

Travel internationally to events and conferences, presenting on booths to create face-to-face marketing and sales opportunities. Represent Canonical's innovative open source ecosystem worldwide.

Qualifications & Requirements

Canonical looks for top talent with a demonstrated track record in SDR or outbound sales, consistently exceeding quotas and driving pipeline growth. Ideal candidates have experience in enterprise software or technology sales, navigating accounts to senior executives.

• Exceptional academic record from high school and university
• Passion for business and technology
• Commitment to continuous learning—curious, flexible, scientific mindset
• Creative problem-solving and cross-team collaboration
• Professional written and spoken English with excellent presentation skills
• Strong verbal communication and negotiation abilities
• Result-driven over-achiever with persistence and perseverance
• Growth mindset, open to career progression within sales (Channel, IoT, Enterprise)
• Ability to travel internationally twice yearly for up to two-week company events

Benefits & Perks

Canonical offers competitive, performance-based compensation tailored to location, experience, and results, with annual reviews and bonuses or commissions. Beyond base pay, enjoy a suite of global benefits reflecting the company's values.

• Distributed remote-first work environment with biannual in-person team sprints
• USD 2,000 annual personal learning and development budget
• Annual compensation reviews with performance incentives
• Recognition rewards for outstanding contributions
• Generous annual holiday leave
• Comprehensive maternity and paternity leave
• Team Member Assistance Program and Wellness Platform
• Travel opportunities to meet global colleagues, with Priority Pass and upgrades for long-haul events

Career Growth

Canonical's sales development team is a launchpad for high performers. Many BDRs advance into specialized roles across Channel Sales, IoT, Enterprise Sales, and beyond. With a focus on continuous improvement and a growth mindset, you'll receive mentorship, training, and resources to excel. The company's remote-first model and global reach provide unparalleled exposure to cutting-edge tech like Ubuntu in AI and cloud computing.

Why Join Canonical

Join a profitable, growing pioneer in open source at the forefront of enterprise Linux. Work on Ubuntu, the preferred platform for cloud leaders and innovators. Thrive in a remote-first culture emphasizing collaboration, learning, and impact. With customer successes spanning public cloud providers to self-driving car developers, your contributions will shape the future of technology adoption worldwide.

Role FAQs

Is this role fully remote?

Yes, it's home-based worldwide with occasional travel for company events (twice yearly, up to two weeks).

What salary can I expect?

Compensation is competitive, based on experience and location, with performance bonuses. Estimates range from €80,000 to €120,000 annually.

Do I need sales experience?

Yes, demonstrated success in SDR or outbound sales is required, preferably in tech or enterprise software.

How does Canonical support career development?

Through a $2,000 learning budget, annual reviews, mentorship, and clear paths to advanced sales roles.

What makes Canonical's culture unique?

Remote-first with global sprints, open source ethos, and focus on work-life balance and innovation.