About Canonical

Canonical is the company behind Ubuntu, the world's leading open source operating system powering desktops, servers, clouds, and devices worldwide. Founded with a mission to make open source software accessible to innovators and enterprises, Canonical drives real-time Ubuntu advantage across cloud, on-premises, and edge environments. Our remote-first culture empowers a global team of experts to collaborate across time zones, fostering innovation in Linux, AI, IoT, and enterprise solutions. Join us to shape the future of open source technology.

Role Overview

As a Sales Operations Analyst at Canonical, you will play a pivotal role in maximizing revenue growth through direct, alliance, channel partner, and online sales channels. This home-based position in the EMEA region offers the chance to partner with executive teams across sales, business development, customer success, marketing, product management, finance, and legal. Thrive in a dynamic environment where your analytical mindset, leadership, and process expertise drive continuous improvements in systems, governance, and data quality. Ideal for proactive problem-solvers passionate about open source and Canonical's mission to bring Ubuntu to enterprises globally.

Key Responsibilities

Your day-to-day will focus on delivering precise, scalable revenue operations. Key responsibilities include:

• Leading a team of revenue operations analysts to develop policies, processes, and daily support for sales teams and partners.
• Driving Sales Engagement, Training/Enablement, Data Enrichment, CRM, Configure Price Quote, Analytics, and Commissions.
• Instrumenting and measuring policies across revenue operations, delivering metrics on leads, pipeline velocity, sales productivity, and renewals.
• Using data insights to manage territories, channels, improve productivity, and implement changes via executive sales reviews.
• Overseeing sales technology stack, driving automation, and partnering with commercial systems engineering for seamless integrations.
• Leading new product, pricing, and packaging introductions through intuitive quoting systems.
• Ensuring data quality via order processing, training, documentation, reporting, and cleansing.
• Enhancing commercial review processes and owning commission plans, goal-setting, evaluation, and payouts.

Qualifications & Requirements

We seek candidates with proven experience in leadership Revenue Operations roles, driving effectiveness in direct, channel, and alliance partnerships. Essential qualifications include:

• A data-driven, analytical approach with high attention to detail and a track record in CRM, analytics, compensation systems.
• An energetic, systematic problem-solving mindset for repeatable, scalable outcomes.
• Comfort with commercial pressure and ability to influence revenue teams.
• Exceptional organizational skills to engage stakeholders at all levels.
• Undergraduate degree in Science, Technology, Engineering, Mathematics, Economics, or equivalent narrative.
• Strong communication, negotiation, and presentation skills in professional English.
• Availability for international travel up to four times yearly for company events up to two weeks.

Nice-to-have: Experience in tech subscription businesses, global remote team leadership, and mentoring skills.

Benefits & Perks

Canonical offers a premium employment experience tailored to high performers:

• Fully remote, home-based role in EMEA with flexible hours in a multicultural organization.
• Competitive salary estimated at €70,000-€110,000 annually, based on tech sector rates with performance upside.
• Opportunities to contribute to Ubuntu's ecosystem, impacting millions of users.
• Professional development through mentoring, coaching, and global events.
• Comprehensive support for work-life balance in a remote-first culture.
• Equity and incentives tied to company success in open source leadership.

Career Growth

At Canonical, career progression is driven by impact and initiative. As a Sales Operations Analyst, you'll gain exposure to executive leadership, honing skills in revenue strategy, team management, and cutting-edge sales tech. Advance to senior RevOps roles, influence global strategy, or pivot into sales leadership. Our commitment to open source ensures your work scales worldwide, with mentorship fostering technical and soft skills for long-term success.

Why Join Canonical

Canonical stands at the forefront of open source, powering Ubuntu across hyperscale clouds, enterprises, and edge computing. Our remote-first model eliminates geographical barriers, uniting diverse talent to deliver mission-critical solutions. By joining, you partner in bringing open source to innovators, enjoy unparalleled autonomy, and contribute to a company redefining technology accessibility. With a focus on Ubuntu's real-time advantages in AI and cloud-native apps, this role offers purpose-driven work in a premium, high-growth environment.

Role FAQs

Q: Is this role fully remote? Yes, home-based in the EMEA region with occasional international travel.

Q: What tools does Canonical use for RevOps? Industry-leading CRM, analytics, CPQ, and custom commercial systems integrated for sales efficiency.

Q: What's the team structure? You'll lead a team of analysts, collaborating globally across functions.

Q: How does Canonical support open source? Ubuntu is free and open source, with Canonical providing enterprise support and innovation.

Q: What salary can I expect? Estimated €70,000-€110,000 yearly, based on experience and EMEA tech rates.

Q: Are there growth opportunities? Absolutely—performance drives promotions in our flat, merit-based structure.