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. Our customers include top public cloud and silicon providers, and industry leaders across sectors. The company is founder-led, profitable, and growing.
We are hiring Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to expand our reach in industries like Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics. Candidates should be technically skilled and familiar with embedded Linux and RTOS. We are expanding globally, so candidates from almost any country with access to a substantial market are welcome. We will also hire Sales Team Managers and Regional Sales Directors for management roles.
Our Ubuntu editions, including Ubuntu Core for IoT, are security and resilience leaders for connected devices and industrial PCs. Our clients include brands in consumer and industrial electronics, automotive, and robotics. We are continuously expanding our offerings, including adding real-time Linux capabilities and pursuing certifications to enhance security, management, and developer experience across small Linux environments and devices.
This role involves prospecting and strategic account development, requiring energy, ambition, and focus. Success depends on the ability to position and sell open source, services, and software solutions across organizational levels, especially to departments developing embedded software and IoT devices. Familiarity with our priority sectors is advantageous.
Customers value the integrated security, compliance, and support we provide for open source solutions. Our goal is to offer more solutions than any other vendor, supporting every cloud, compute class, and application category. We deliver licensed enterprise software, support, managed services, consulting, and training for Ubuntu and open source applications across cloud, data centers, and IoT ecosystems. Our growth is steady, and we operate almost entirely remotely, with leadership across many countries, reflecting our belief in global talent distribution.
Our hiring process is deliberate and demanding, typically taking three to six months. We seek ambitious, long-term thinkers who understand the rise of open source and enterprise procurement drivers. We set high standards for ability and character, fostering teamwork, diligence, and collaboration, even if that means discomfort in pursuit of excellence.
In building our sales team, we value:

Empathy for the customer—understanding their needs and challenges
High intellect—ability to learn quickly and communicate clearly
Passion for technology—interest in solving hard problems
Teamwork—collaborating across disciplines
Energy—motivating oneself and others

While Ubuntu is widely adopted, building profitable relationships requires effort beyond inbound interest, including judgment and relationship development. You will need to plan, report, and manage pipelines professionally.
The role requires carrying an annual bookings quota, traveling regionally and internationally, and engaging with clients at all levels. Selling enterprise software, open source, cloud, virtualization, and container solutions to senior enterprise leaders is essential.
Location: We are expanding in EMEA, APAC, and the Americas.
The role entails:

Building and executing territory plans
Collaborating with marketing to boost brand awareness
Developing pipeline through outreach and events
Closing contracts to meet targets
Managing customer relationships
Understanding customer requirements with IoT Field Engineers
Maintaining accurate data in Salesforce
Building relationships with key decision-makers
Coordinating with colleagues

Candidate profile:

Strong academic background
Degree in a technical field
Confidence in communication
Proven sales achievement
Experience with Linux (Debian/Ubuntu)
Excellent interpersonal skills
Willingness to travel up to 50%
Ability to develop sales plans
Detail-oriented

What we offer: Competitive global compensation, including base pay, bonuses, and benefits, with a focus on remote work, learning, and development. Benefits include team sprints, training budgets, recognition rewards, leave policies, wellness programs, travel opportunities, and more.
About Canonical: Pioneers in open source, publishing Ubuntu, and supporting AI, IoT, and cloud. We recruit globally, uphold high standards, and foster a culture of excellence, diversity, and innovation.
We are an equal opportunity employer committed to diversity and inclusion.
#J-18808-Ljbffr