Overview
Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. We work with the world\'s leading public cloud and silicon providers and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1000+ colleagues in 70+ countries and very few roles based in offices. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. Our business opportunity is significant: we can deliver both infrastructure and business applications to the enterprise market and aim to be the platform for cloud and apps as companies refresh their data centers and re-architect their business applications around open source.
We are founder-led, profitable and growing. We are hiring a Chief Revenue Officer to lead our enterprise sales, sales development, partner, channel, alliance, customer success and field engineering teams. This position reports to the CEO and collaborates with Canonical\'s senior leaders to drive sustainable growth. The role is program-, process-, and metric-oriented, with leadership and charisma required but not sufficient. It emphasizes astute planning and tactical operations combined with leadership, rigor and insight into the global dynamics of enterprise software selection and procurement. We are seeking a leader who is insightful and passionate about the impact of open source in the world.
Across compute categories—from microcontrollers to CPUs/GPUs, from large cloud infrastructure to small devices—open source is growing in share and reputation. Our mission is to deliver the majority of that software globally, efficiently and at low cost, while accelerating progress and preserving a level playing field in silicon and cloud. We work with silicon and cloud providers to maximize performance and align with their differentiated offerings, aiming to build and sustain trust and to give customers access to the widest range of open source technology and capabilities. This is a tremendous responsibility and a compelling value proposition.
Responsibilities
* Go-to-market strategy: prioritize sectors and markets, identify organizational gaps, and lead hiring to close them
* Planning: challenge teams to develop ambitious but sustainable execution plans and metrics with cascading goals
* Execution: review relevant data and adjust course on a monthly, quarterly, and annual basis
* Sponsorship: support leaders to close large ($10M+ ARR) deals with global Fortune 1000 enterprises and large, complex tech partners
* Insight: capture and share patterns, issues, and insights from customers and partners to broaden commercial awareness within Canonical
* Staffing: supervise Canonical recruitment, selection and onboarding processes in your organization
* Productivity: design and lead career and skills development with continuous improvement
* Culture: promote transparent communications, accountability, trust, and work ethic needed for success
* Inspirational leadership: demonstrate and cultivate passion for Canonical\'s mission, customers and the market
The successful candidate will lead our revenue organization, consisting of:
* Direct enterprise sales — The VP Enterprise Sales will report to the CRO and will set expectations, hire sales leaders, build annual targets by region/sector/product, ensure accurate reporting, review progress, and lead high-quality customer engagement
* Alliances, channels and partnerships — The VP Alliances will report to the CRO and drive ISVs, IHVs, silicon providers, cloud partners and ecosystems, plus VAR/GSI/distribution partnerships
* Sector go-to-market — Sector GTM leads report to the CRO; the organization focuses on telco, finance, automotive, energy, retail and health, with plans to expand
* Field engineering — VP Field Engineering reports to the CRO; field engineering acts as expert implementers to accelerate adoption
* Customer success — Head of Customer Success reports to the CRO; this area is growing to support solution sales
* Revenue operations — Head of Revenue Operations reports to COO or CRO; responsibilities include pipeline reporting, contracting standards, commercial reviews, and rewards aligned to MB0 goals
Required experience
* University degree, preferably in CS or STEM with additional business disciplines or degrees
* Progressive operational and leadership experience in high-growth, recurring-revenue, global technology firms
* Experience leading a sales, partnership or field engineering organization to mature, world-class performance
* Experience and deep insights into the enterprise software and infrastructure markets
Additional Skills And Experience We Value
* Software engineering and architecture experience or skills
* Software industry insights on trends, strategy and competition
* Insight into open source history, dynamics, strategy and competition
What we offer you
* Distributed work environment with twice-yearly team in-person sprints
* Personal learning and development budget of USD 2,000 per year
* Annual compensation review and a performance-driven annual bonus
* Additional benefits reflecting our values and ensuring fairness globally
* Annual holiday leave and maternity/paternity leave
* Employee Assistance Programme and travel opportunities to new locations
* Travel upgrades for long-haul company events
Canonical is an equal opportunity employer. We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.
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