About Canonical

Canonical, the company behind Ubuntu Linux, is at the forefront of the open source revolution in enterprise software. Ubuntu is the leading platform for public cloud compute, favored by software engineers, data scientists, and AI developers worldwide. With a mission to accelerate open source adoption and quality globally, Canonical aims to ship the most software by cores across data centers, clouds, and edges. Our customers span Global 500 enterprises to innovative startups, relying on us for Ubuntu-based solutions including software-defined storage, private clouds, container runtimes, databases, ML tools, and more. As a fully distributed company with over 1,000 colleagues in 70+ countries and $250m in revenue, Canonical is profitable and on a relentless growth trajectory. We champion a remote-first culture, believing talent is globally distributed, and we hire exceptional individuals to build the best enterprise software company.

Role Overview

The Enterprise Account Executive role at Canonical is a general track position for sales professionals at all seniority levels with proven revenue-generating experience in the technology sector. This home-based, worldwide remote opportunity involves selling Canonical's licensed enterprise software, commercial support, managed services, consulting, and training. Leverage Ubuntu's widespread adoption to forge trusted, profitable relationships with enterprises deploying open source on clouds, data centers, and IoT ecosystems. In a competitive market challenging giants, you'll ride the tidal wave of open source innovation, focusing on infrastructure and applications across every cloud and compute class.

Key Responsibilities

As an Enterprise Account Executive, you'll go beyond inbound leads to proactively develop your territory. Key responsibilities include:

• Identifying industries and companies primed for deeper open source engagement with Canonical.
• Building empathy-driven relationships by understanding customer needs, industry challenges, and business problems.
• Communicating complex Ubuntu solutions clearly to build trust and drive sales.
• Collaborating with product managers and marketing on campaigns to generate and convert leads into revenue.
• Motivating teams and self to achieve outstanding results in enterprise sales.

Driving Revenue Growth

Convert Ubuntu's market credibility into commercial wins by selling full-stack solutions like observability, analytics, identity management, and web publishing, all backed by Canonical's single-vendor support for security and compliance.

Qualifications & Requirements

Canonical seeks top-tier talent exhibiting five core traits: customer empathy, high intellect, technology passion, teamwork, and energy. Ideal candidates have:

• Outstanding revenue generation experience from the technology industry, particularly B2B enterprise sales.
• Real understanding of enterprise procurement drivers and technical decision-making.
• Ability to learn quickly, grasp complex subjects, and communicate effectively.
• Fascination with cutting-edge tech, open source innovation, and competitive markets.
• Willingness to collaborate across disciplines in a distributed, diverse team.

Our rigorous selection process, spanning 3-6 months, ensures only exceptional ability and character join us. This is for ambitious, long-term thinkers committed to excellence.

Benefits & Perks

Joining Canonical means embracing a premium, remote-first lifestyle with global impact:

• 100% remote work from anywhere worldwide, with leadership distributed across countries.
• Competitive compensation in a high-growth, profitable company.
• Opportunities to work on transformative open source projects powering AI, cloud, and edge computing.
• Professional development in a culture valuing diligence, collaboration, and effectiveness.
• Access to a diverse, talented network fostering innovation and career acceleration.

Career Growth

Canonical invests in hires deliberately, promoting from within a global talent pool. Excel in sales to lead teams shaping open source's enterprise future. Our environment challenges you to grow through discomfort, balancing personal ambition with team success, in a company poised for world-leading status.

Why Join Canonical

Canonical offers a rare chance to sell the challenger disrupting enterprise software with superior open source alternatives. With Ubuntu's dominance and expanding portfolio, you'll engage hyperscalers, enterprises, and innovators. Our remote-first culture, focus on excellence, and steady growth provide stability and upside in tech's open source era. If you see open source's rise and thrive in high-stakes sales, Canonical is your platform for impact.

Role FAQs

Is this role remote?

Yes, fully home-based worldwide, aligning with Canonical's distributed model.

What experience is required?

Proven revenue generation in tech sales, with open source or enterprise software a plus.

How long is the hiring process?

3-6 months, involving substantial work to select exceptional candidates.

What products will I sell?

Ubuntu OS, enterprise solutions for cloud, storage, databases, AI/ML, and managed services.

Is prior open source experience mandatory?

No, but passion for technology and quick learning are essential.