Embedded IoT

Embedded IoT / Edge Solutions Sales Representative, Manager and Director

Join to apply for the Embedded IoT / Edge Solutions Sales Representative, Manager and Director role at Canonical .

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 like public cloud, data science, AI, engineering, and IoT. Our customers include top public cloud and silicon providers, and industry leaders across sectors. We operate with a global, distributed team of 1200+ colleagues in 75+ countries, with few office-based roles. Teams meet a few times a year in various international locations to align on strategy and execution.

We are a founder-led, profitable, and growing company. We are hiring Embedded IoT / Edge Solutions Sales representatives, managers, and directors to expand in industries such as 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 nearly any country with reasonable business access to a major market are welcome. We will also hire Sales Managers and Regional Sales Directors as we grow.

Our Ubuntu IoT solutions, including Ubuntu Core, are at the forefront of security and resilience for high-end devices. Our customers range from consumer and industrial electronics to automotive and robotics. We are continuously expanding our offerings to enhance security, management, and developer experience across small Linux environments and devices. We have added real-time Linux capabilities and are working towards certifications to ensure reliability and security.

This role involves prospecting and strategic account development, requiring energy, ambition, and focus. Success depends on your ability to position and sell open source, services, and software solutions at all organizational levels, especially to departments developing embedded software and IoT devices. Familiarity with key sectors is advantageous.

Customers value the ability to obtain security compliance and support for open source solutions from a single provider. Our goal is to offer more solutions than any other vendor, enabling deployment across all clouds, compute types, and applications. Canonical provides licensed enterprise software, support, managed services, consulting, and training for Ubuntu and open source applications in cloud, data center, and IoT ecosystems. We are experiencing steady growth and operate in a mostly remote environment with leadership across many countries. We believe talent is globally distributed and aim to build a diverse team of exceptional leaders.

Our hiring process is rigorous, taking three to six months, and is suited for ambitious, long-term career-oriented candidates. We seek individuals with high ability and character, committed to teamwork, diligence, and excellence. We value five qualities in our sales team:

• Empathy for customers
• High intellect
• Passion for technology
• Teamwork
• Energy

While Ubuntu's wide adoption provides a strong market foundation, success requires proactive relationship-building and territory development. You will be responsible for managing pipeline, planning, and reporting, using professional tools like Salesforce. The role involves carrying an annual bookings quota, traveling regionally and internationally, and engaging with clients at all levels to sell enterprise software, open source, cloud, virtualization, and container solutions.

Location: We are expanding in EMEA, APAC, and the Americas.

The role entails:

• Building and executing a territory plan
• Collaborating with marketing to promote our brand
• Developing pipeline via outreach and industry events
• Closing contracts to meet/exceed targets
• Managing customer relationships
• Working with IoT Field Engineers
• Maintaining accurate sales data
• Building relationships with key decision-makers

What we are looking for:

• Strong academic background
• Technical degree (preferably in engineering or related fields)
• Confidence in communication and feedback exchange
• Proven sales achievement in embedded Linux or enterprise software
• Experience with Linux (Debian/Ubuntu preferred)
• Excellent interpersonal and presentation skills
• Willingness to travel up to 50%, including international travel
• Ability to develop sales strategies and execute plans

What we offer:

• Distributed work environment with biannual in-person team sprints
• Learning and development budget of USD 2,000/year
• Annual performance reviews and rewards
• Comprehensive benefits, including parental leave and wellness programs
• Travel opportunities for company events and new locations

About Canonical: Canonical leads in open source innovation, publishing Ubuntu, a key platform for AI, IoT, and cloud. We hire globally, set high standards, and foster a culture of excellence, collaboration, and diversity.

Equal Opportunity: We are committed to a discrimination-free workplace and value diverse backgrounds and perspectives.

Seniority level

• Entry level

Employment type

• Full-time

Job function

• Sales and Business Development

Industries

• Software Development

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