Canonical
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 breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include public cloud and silicon providers and industry leaders across sectors. The company is 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 requires program, process and metric orientation, with leadership, rigor and insight into the global dynamics of enterprise software selection and procurement. We seek a leader who is insightful and passionate about the impact of open source in the world. Across compute categories—from microcontrollers to large-scale clouds—the open source model is growing in share and reputation. Our mission is to deliver the majority of open source software globally, acting efficiently to reduce total IT costs while expanding trust and performance with silicon and cloud providers. This is a global opportunity to be among the most valued software suppliers to the Global 10,000. Responsibilities
Go-to-market strategy: prioritize sectors and markets, identify organizational gaps and lead hiring to close them Planning: challenge teams to develop ambitious yet sustainable execution plans and cascading goals Execution: review relevant data and adjust course monthly, quarterly and annually Sponsorship: support leaders to close large ($10M+ ARR) deals with global 10k enterprises and large tech partners Insight: capture and share patterns, issues, and insights from customers and partners to broaden commercial awareness Staffing: supervise Canonical recruitment, selection and onboarding processes Productivity: design and lead career and skills development and continuous improvement Culture: promote transparent communications, accountability, trust, and the work ethic needed for success Inspirational leadership: demonstrate passion for Canonical's mission, customers and the market The successful candidate will lead our revenue organization, including: Direct enterprise sales: Set high expectations, hire leaders, build annual targets by region/sector/product, ensure accurate reporting, review progress, and drive customer engagement Alliances, channels and partnerships: drive strategy and execution with ISVs, IHVs, silicon providers, cloud partners, and distribution partners Sector go-to-market: CRO responsibility for sector strategy and execution; current focus includes telco, finance, automotive, energy, retail and health Field engineering: lead expert implementers who accelerate customer adoption Customer success: build and scale the function to support solution sales Revenue operations: oversee pipeline reporting, contracting standards, commercial variances, and incentive plans 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 maturity and 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 sprints in person Personal learning and development budget of USD 2,000 per year Annual compensation review Recognition rewards Annual holiday leave Maternity and paternity leave Employee Assistance Programme Opportunity to travel to new locations to meet colleagues 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. We will give your application fair consideration.
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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 breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include public cloud and silicon providers and industry leaders across sectors. The company is 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 requires program, process and metric orientation, with leadership, rigor and insight into the global dynamics of enterprise software selection and procurement. We seek a leader who is insightful and passionate about the impact of open source in the world. Across compute categories—from microcontrollers to large-scale clouds—the open source model is growing in share and reputation. Our mission is to deliver the majority of open source software globally, acting efficiently to reduce total IT costs while expanding trust and performance with silicon and cloud providers. This is a global opportunity to be among the most valued software suppliers to the Global 10,000. Responsibilities
Go-to-market strategy: prioritize sectors and markets, identify organizational gaps and lead hiring to close them Planning: challenge teams to develop ambitious yet sustainable execution plans and cascading goals Execution: review relevant data and adjust course monthly, quarterly and annually Sponsorship: support leaders to close large ($10M+ ARR) deals with global 10k enterprises and large tech partners Insight: capture and share patterns, issues, and insights from customers and partners to broaden commercial awareness Staffing: supervise Canonical recruitment, selection and onboarding processes Productivity: design and lead career and skills development and continuous improvement Culture: promote transparent communications, accountability, trust, and the work ethic needed for success Inspirational leadership: demonstrate passion for Canonical's mission, customers and the market The successful candidate will lead our revenue organization, including: Direct enterprise sales: Set high expectations, hire leaders, build annual targets by region/sector/product, ensure accurate reporting, review progress, and drive customer engagement Alliances, channels and partnerships: drive strategy and execution with ISVs, IHVs, silicon providers, cloud partners, and distribution partners Sector go-to-market: CRO responsibility for sector strategy and execution; current focus includes telco, finance, automotive, energy, retail and health Field engineering: lead expert implementers who accelerate customer adoption Customer success: build and scale the function to support solution sales Revenue operations: oversee pipeline reporting, contracting standards, commercial variances, and incentive plans 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 maturity and 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 sprints in person Personal learning and development budget of USD 2,000 per year Annual compensation review Recognition rewards Annual holiday leave Maternity and paternity leave Employee Assistance Programme Opportunity to travel to new locations to meet colleagues 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. We will give your application fair consideration.
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