About Canonical

Canonical is the driving force behind Ubuntu, the world's most widely used open source operating system. We power breakthrough enterprise initiatives in public cloud, data science, AI, engineering innovation, and IoT. Our customers include the globe's top public cloud providers, silicon manufacturers, and industry leaders across sectors. As pioneers of global distributed collaboration, Canonical employs over 1000 colleagues in more than 70 countries, with very few office-based roles. Teams connect in person two to four times a year in inspiring global locations to align on strategy and execution.

Our vision is bold: deliver infrastructure and business applications to the enterprise market at the most efficient price points, reducing total IT costs while accelerating progress. We aim to dominate open source in databases, analytics, messaging, identity, security, and workflow for the Global 10,000 enterprises. Founder-led, profitable, and rapidly growing, Canonical is positioned to become one of the most valued software suppliers worldwide.

Role Overview

The Chief Revenue Officer (CRO) at Canonical will lead our enterprise sales, sales development, partner, channel, alliance, customer success, and field engineering teams. Reporting directly to the CEO, you will collaborate with Canonical's senior-most leaders to drive sustainable revenue growth. This role demands operational rigor, inspirational leadership, and deep insight into global enterprise software dynamics.

Uniquely, we seek a leader passionate about open source's transformative impact—from microcontrollers to high-performance GPUs, from massive cloud infrastructures to edge devices. Canonical works closely with silicon and cloud providers to maximize performance, build trust, and deliver the best open source solutions globally.

Key Responsibilities

Strategic Leadership

Develop and execute go-to-market strategies, prioritizing sectors and markets while identifying and closing organizational gaps through targeted hiring. Challenge teams to create ambitious yet sustainable execution plans with cascading metrics.

Operational Excellence

Monitor performance through monthly, quarterly, and annual reviews, using data to correct course and ensure alignment. Supervise recruitment, onboarding, and continuous skills development across the revenue organization.

Deal Sponsorship and Insights

Support leaders in closing $10M+ ARR deals with Global 10,000 enterprises and complex tech partners. Capture customer and partner insights to enhance Canonical's commercial awareness.

Culture and Inspiration

Cultivate a culture of transparent communication, accountability, trust, and strong work ethic. Demonstrate passion for Canonical's mission, customers, and the open source market to inspire your teams.

The revenue organization includes direct enterprise sales led by the VP Enterprise Sales, with high expectations for performance, hiring effectiveness, and results.

Qualifications & Requirements

Success requires a blend of program management, process orientation, and charismatic leadership. Ideal candidates bring:

• Deep passion for open source's global impact and Ubuntu's role in it.
• Proven track record leading large-scale revenue organizations in enterprise software.
• Expertise in global sales dynamics, partner ecosystems, and enterprise procurement.
• Strong analytical skills for planning, metrics, and execution.
• Experience in distributed, remote-first environments.
• Ability to sponsor multimillion-dollar deals and drive team productivity.

Benefits & Perks

Canonical offers a premium remote-first experience:

• Home-based in the Americas with flexible global collaboration.
• In-person team summits in exciting worldwide locations.
• Competitive compensation in a profitable, growing company.
• Impactful work shaping open source's future in enterprise tech.
• Comprehensive career development and skills enhancement programs.

Career Growth

As CRO, you will shape Canonical's revenue trajectory, gaining visibility with the CEO and executive team. Lead hiring, mentor sales leaders, and drive innovation in open source go-to-market. Opportunities abound for global influence in cloud, AI, and IoT, with continuous improvement fostering long-term leadership growth.

Why Join Canonical

Canonical is not just a company; it's a mission to make open source the foundation of enterprise computing. Work remotely while contributing to Ubuntu's dominance in public cloud, silicon optimization, and beyond. Our remote-first culture, combined with strategic offsites, ensures work-life balance and high-impact collaboration. Join a founder-led powerhouse growing mindshare and market share in a trillion-dollar opportunity.

Role FAQs

Is this a remote role?

Yes, fully home-based in the Americas, embodying Canonical's distributed model.

What teams does the CRO lead?

Enterprise sales, sales development, partners, channels, alliances, customer success, and field engineering.

Does the role involve direct selling?

No, it's focused on leadership, strategy, operations, and sponsoring key deals.

Why the emphasis on open source passion?

Canonical's success hinges on leaders who believe in open source's power to accelerate innovation and level the playing field.

How does Canonical support growth?

Through rigorous metrics, career development, global exposure, and a culture of accountability and trust.