About Canonical

Canonical, the company behind Ubuntu Linux, stands at the forefront of open source innovation, powering enterprise initiatives worldwide in public cloud, data science, AI, engineering, and IoT. Our platform, Ubuntu, is trusted by leading public cloud providers, silicon manufacturers, and industry giants across sectors. As a pioneer in global distributed collaboration, Canonical employs over 1200 colleagues across 75+ countries with minimal office-based roles. Teams convene 2-4 times yearly in inspiring global locations to align on strategy and execution. Founder-led, profitable, and rapidly growing, Canonical offers a dynamic environment for sales professionals to thrive in open source enterprise markets.

Role Overview

This is a general track role for outstanding revenue generators in Sales and Alliances teams at Canonical. We're hiring across seniority levels for Enterprise Sales Executives and Alliances Sales Directors. Enterprise Sales Executives own direct customer relationships, crafting solutions for efficiency and complex problem-solving. Alliances Sales Directors manage partnerships with hardware vendors, software providers, systems integrators, distributors, and channels to drive market expansion and revenue. Fully remote and worldwide, these roles report to Sales or Alliances leadership, involving cross-functional collaboration with marketing, product, customer success, finance, legal, and support teams. Expect international travel for client meetings and company events up to two weeks twice yearly.

Key Responsibilities

In these high-impact roles, you'll advance deep understanding of Linux, cloud software ecosystems, and open source selling models. Key duties include negotiating contracts and commercial terms, building strategic relationships, owning sales engagement strategies, and growing awareness of Canonical's Ubuntu capabilities. Deliver on revenue targets, provide partner/customer voice to internal teams, travel domestically and internationally to forge partnerships, align field teams for opportunity growth, collaborate closely with Marketing, Sales Engineering, and Product Management, and lead executive interlocks between partners/customers and Canonical leadership. These responsibilities position you as a thought leader driving Canonical's channel business, GSI/SI partnerships, and hardware ecosystem expansion.

Qualifications & Requirements

Canonical seeks candidates with a proven track record of exceeding revenue expectations in the technology field, particularly with Linux and open source experience. Required qualifications include an exceptional academic record from high school and university, an undergraduate degree in a technical subject (or compelling alternative path narrative), confidence in sharing ideas and feedback, leadership in skills development and mentorship, passion for technology via personal projects, strong work ethic, professional written/spoken English with excellent presentation skills, interpersonal curiosity, flexibility, accountability, appreciation for diversity in a multicultural organization, self-motivation, results-oriented mindset, and willingness for international travel. These traits ensure success in our remote-first, high-performance culture.

Ideal Candidate Profile

Whether advancing enterprise direct sales or alliances partnerships, ideal candidates shine alongside motivated global colleagues, demonstrating practical skills and thought leadership to fuel Canonical's growth in open source enterprise solutions.

Benefits & Perks

Canonical offers compelling benefits tailored to a remote-first lifestyle. Work from anywhere worldwide with flexibility, join a profitable founder-led company with strong growth trajectory, collaborate in a diverse 1200+ colleague network across 75+ countries, attend 2-4 annual in-person meetings in exciting global destinations, and travel regularly for client/partner engagements. Enjoy comprehensive support for professional development, mentorship opportunities, and a culture emphasizing work-life balance, innovation, and open source passion. Competitive compensation reflects tech sector standards with upside for top performers.

Career Growth

At Canonical, career progression is driven by performance and impact. Sales and Alliances professionals advance through ownership of growing books of business, leadership in strategic partnerships, and contributions to Ubuntu's enterprise dominance. With cross-functional exposure and global visibility, you'll mentor teams, shape go-to-market strategies, and participate in executive interlocks. Our commitment to skills development, combined with rapid company growth, provides clear paths to senior roles, director positions, and beyond in open source sales leadership.

Why Join Canonical

Join Canonical to shape the future of open source enterprise software. Work on Ubuntu, the world's leading Linux distribution for cloud, AI, IoT, and innovation. Thrive in a remote-first culture valuing diversity, collaboration, and results. Contribute to a profitable, growing company serving top global enterprises. If you have the revenue-generating prowess, Linux expertise, and passion for technology, this is your opportunity to drive partnerships and sales at scale.

Role FAQs

What is the location for this role?

Fully remote, home-based worldwide with travel for events and clients.

What salary can I expect?

Competitive, estimated $120,000-$200,000 USD yearly based on experience and tech sector rates.

Do I need Linux experience?

Yes, experience with Linux and open source is essential.

How much travel is involved?

International travel twice yearly for company events (up to 2 weeks) and regularly for partners/clients.

What seniority levels are open?

All levels, from representatives to directors in Enterprise Sales and Alliances.

Is Canonical profitable?

Yes, founder-led and growing profitably.