About Canonical

Canonical is a pioneering technology company at the forefront of the global shift to open source software. As the publisher of Ubuntu, the world's leading Linux distribution, Canonical powers breakthrough enterprise initiatives in public cloud, data science, AI, engineering innovation, and IoT. Our customers include the top public cloud providers, silicon manufacturers, and industry leaders across sectors. With over 1200 colleagues in 75+ countries, Canonical embodies a founder-led, profitable, and rapidly growing distributed workforce. Since 2004, we've pioneered remote-first collaboration, with teams meeting in person just two to four times a year in exciting global locations to align on strategy and execution.

Role Overview

The Regional BDR Team Manager role at Canonical is a leadership position focused on building and scaling high-performing sales development teams across the Americas. Reporting into the global sales organization, you will manage inbound and outbound Business Development Representative (BDR) teams, transforming recent STEM graduates into elite sales professionals. This is not just a management role—it's a sales academy leadership opportunity where you cultivate skills, culture, and careers in the open source technology space. Your primary goal: mentor 2-10 BDRs to generate and nurture a multi-million dollar pipeline for Ubuntu and Canonical's enterprise solutions.

Key Responsibilities

In this remote-based role, you will:

• Recruit, onboard, and mentor a team of 2-10 BDRs, focusing on high-integrity, empathetic, and rigorous performers.
• Drive outbound innovation, adapting to market changes with creative prospecting strategies.
• Analyze performance data to optimize team activities, ensuring continuous improvement and outsized results.
• Build a robust multi-million dollar sales pipeline through inbound lead management and outbound campaigns.
• Foster cross-team collaboration and represent Canonical's open source leadership in customer interactions.
• Invest in personal and team growth, leveraging Canonical's vast portfolio of cloud, AI, IoT, and edge solutions.

Qualifications & Requirements

Canonical seeks exceptional leaders who thrive in distributed environments. Ideal candidates demonstrate:

• Excellent academic credentials from school and university.
• Bachelor’s degree or equivalent in Business, STEM, or related fields.
• Proven track record in outbound sales development with tangible results.
• Leadership experience in sales, teams, or high-stakes environments.
• Passion for business development, sales, and emerging technologies like Ubuntu in cloud and AI.
• Data fluency to guide decisions, plus curiosity, flexibility, and scientific problem-solving.
• Strong organizational skills, persistence, and commitment to mentoring ambitious talent.

Prior experience in tech sales or open source is a plus, but we prioritize potential to grow alongside our expanding solutions portfolio.

Benefits & Perks

Canonical offers competitive, performance-based compensation tailored to location, experience, and results, with annual reviews and bonuses. Beyond salary, enjoy:

• Fully distributed work with biannual in-person sprints in inspiring locations.
• USD 2,000 annual personal learning and development budget.
• Performance-driven bonuses or commissions.
• Generous holiday, maternity, and paternity leave.
• Employee Assistance Programme for wellbeing.
• Recognition rewards and travel perks including Priority Pass and upgrades for company events.

Career Growth

Joining as a Regional BDR Team Manager launches you into Canonical's sales academy ecosystem. Our program has propelled dozens of graduates into senior sales, alliances, and leadership roles at Canonical and beyond. Expect hands-on mentorship, exposure to cutting-edge tech like Ubuntu Pro for enterprise AI and cloud, and opportunities to specialize. With annual compensation adjustments and a culture of continuous learning, your career scales with the company's global growth in open source innovation.

Why Join Canonical

Work at the intersection of open source revolution and enterprise tech. Canonical's remote-first culture eliminates commutes, empowering focus on impact. Represent Ubuntu—the platform behind hyperscalers, AI labs, and IoT deployments—while collaborating with diverse, high-caliber teams worldwide. Enjoy founder-led stability, profitability, and a mission to democratize software through open source. This role offers autonomy, innovation, and the chance to shape future tech sales leaders in a thriving, future-proof industry.

Role FAQs

Q: Is this role fully remote? Yes, home-based in the Americas with occasional travel for team sprints.

Q: What experience level is required? Mid-level sales leadership with outbound success; STEM/business background preferred.

Q: How does compensation work? Base pay plus bonus, reviewed annually based on performance and location.

Q: What's the team size? 2-10 BDRs, scaling with business needs.

Q: Do I need tech sales experience? Sales development track record is key; passion for tech like Ubuntu is essential.

Apply now to lead the next generation of open source sales excellence at Canonical.