About Canonical

Canonical, the company behind Ubuntu Linux, is at the forefront of the open source revolution in enterprise software. As the leading platform for public cloud compute, Ubuntu powers software engineers, data scientists, and AI developers worldwide. Canonical delivers comprehensive open source solutions from data centers to cloud and edge, including software-defined storage, private clouds, container runtimes, databases, and machine learning tools. With over 1,000 colleagues in 70+ countries, $250m+ in revenue, and consistent profitability, Canonical is on a relentless growth trajectory. Our remote-first culture embraces talent from every corner of the globe, fostering diversity, collaboration, and excellence in building the best enterprise software company.

Role Overview

The Manager of Enterprise Open Source Sales Team is a pivotal leadership role at Canonical, hiring for regions including Europe, Middle East, India, Asia, ANZ, Africa, Latin America, Central America, and North America. You will lead a team of five to ten enterprise sales representatives, driving the adoption of Ubuntu and Canonical's expanding portfolio of open source solutions. This home-based, worldwide position demands strategic territory development, customer empathy, and a passion for technology to capitalize on the tidal wave of open source innovation. Canonical's rigorous hiring process ensures we select exceptional leaders committed to long-term impact in enterprise sales.

Key Responsibilities

Team Leadership

Manage and motivate a regional sales team, balancing individual and collective goals to exceed targets. Foster teamwork across disciplines while promoting diligence, collaboration, and effectiveness.

Territory Expansion

Go beyond inbound leads from marketing campaigns to proactively develop territory potential. Identify key industries and companies, exercising judgement to build profitable relationships with Global 500 enterprises and startups.

Sales Strategy Execution

Leverage Ubuntu's widespread adoption to create trusted commercial partnerships. Sell licensed products, support, managed services, consulting, and training for deployments across cloud, data centers, and IoT.

Customer Engagement

Demonstrate deep empathy for customer needs, industry challenges, and business problems. Communicate complex open source solutions clearly to build trust and confidence in Canonical's unique value proposition.

Cross-Functional Collaboration

Work closely with product managers, marketing, and engineering to align on campaigns, leads, and product roadmap, ensuring seamless delivery of security, compliance, and support for all open source needs.

Qualifications & Requirements

Canonical seeks leaders with exceptional ability and character. Key traits include:

• Empathy for enterprise customers, understanding procurement drivers and technical decisions.
• High intellect to master complex subjects quickly and communicate effectively.
• Passion for cutting-edge technology and open source competition.
• Proven teamwork, helping others while advancing team ambitions.
• High energy to drive personal and team performance relentlessly.

Experience in enterprise software sales, preferably open source, is essential. Our selective process takes 3-6 months, rewarding ambitious candidates who thrive in competitive markets against industry giants.

Benefits & Perks

Joining Canonical means embracing a premium remote-first lifestyle:

• Home-based worldwide flexibility with global collaboration tools.
• Competitive compensation reflecting tech sector leadership roles.
• Profitable company stability with steady growth opportunities.
• Access to Canonical's full open source portfolio and Ubuntu ecosystem.
• Professional development in a diverse, high-performance culture.
• Comprehensive support for work-life balance across time zones.

Career Growth

Canonical invests in talent equally distributed worldwide. As a sales leader, you'll shape the future of enterprise open source, with paths to higher leadership in a company shipping software to billions of cores. Our environment promotes promotion from within, trusting exceptional performers to drive global impact. Long-term thinkers find unparalleled opportunities to ride the open source wave.

Why Join Canonical

Canonical is the compelling challenger to enterprise software giants, uniquely positioned with Ubuntu's dominance and expanding solutions. Customers value one-stop open source support for everything from infrastructure to applications. In a distributed team across 70+ countries, we prioritize excellence, discomfort for growth, and world-leading performance. If you see open source as the future and possess the drive to lead sales transformation, Canonical offers a platform for monumental career achievements.

Role FAQs

What regions are hiring?

Europe, Middle East, India, Asia, ANZ, Africa, Latin America, Central America, North America.

Is this role remote?

Yes, fully home-based worldwide in our remote-first company.

What is the hiring timeline?

3-6 months of rigorous evaluation for top talent.

What products will I sell?

Ubuntu, private clouds, storage, containers, databases, ML, and more open source enterprise solutions.

Why Canonical over competitors?

Profitable growth, open source leadership, diverse global team, and mission to ship the most software by cores.