Enterprise Account Executive

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This is a general track role, hiring for opportunities across all levels of seniority in our Sales Teams. Apply here if you believe you possess outstanding revenue generating experience from the Technology industry.

Open source software is the new default in the enterprise, and Canonical is the new challenger to major enterprise software vendors. We deliver better open source from the data center to cloud and edge. Our Linux distribution Ubuntu is now the leading platform for public cloud compute, and the favorite platform for software engineers, data scientists and AI developers. Our mission is to accelerate the adoption and quality of open source globally, and our goal is to ship the most software on the planet by cores.

Our customers include Global 500 enterprises and startups. We are expanding our product range from Ubuntu to full enterprise solutions in infrastructure and applications, including software defined storage, private cloud solutions, container runtime environments, databases, message queues, identity, observability, analytics, machine learning and web publishing capabilities. Canonical provides licensed enterprise software products, commercial support, managed services, consulting and training services to customers deploying Ubuntu or open source applications on the cloud, in data centers, or in IoT ecosystems. We are distributed across 70+ countries and have a revenue close to $250m. We value diversity and strive to hire exceptional leads to build the best, not biggest, enterprise software company.

We hire carefully and deliberately; our selection process is long and requires significant effort from applicants. It can take three to six months to secure an offer. This is a long-term, ambitious environment focused on excellence and the advantages of open source. We select for exceptional ability and character and provide a collaborative, diligent, and effective workplace.

In building our sales team, we look for five things:

• Empathy for the customer — understanding needs, industry-specific challenges, and helping customers solve business problems
• High intellect — ability to learn quickly, grasp complex subjects, and communicate clearly to build trust
• Passion for technology — fascination with cutting-edge solutions and competitive drive
• Teamwork — willingness to collaborate across disciplines and balance team and personal goals
• Energy — drive to motivate oneself and others to achieve the best results

Ubuntu is widely adopted, and you will build trusted, profitable relationships with enterprises in your territory. You will develop territory potential beyond inbound interest, perform territory and account planning, and provide clear pipeline reporting using standard tools.

The successful candidate will carry an annual bookings quota within their assigned territory and should be able to travel regionally and internationally for events. You will prospect new business, maintain and develop relationships, and work with colleagues and partners on account strategy. You must be comfortable selling enterprise software, open source, cloud, virtualization, container technologies and technical software solutions to senior-level stakeholders.

Location: We are expanding our sales organisation globally and have open roles in every region.

What your day will look like

• Represent the company, its solutions and software, in your territory
• Build and execute a territory plan to prioritise outreach and prospecting
• Develop new pipeline through outreach, prospecting, local marketing, and industry events
• Close contracts to meet and exceed quarterly and annual bookings targets
• Be mindful and proactive in achieving tactical and strategic objectives
• Manage customer relationships and interactions through all stages of the sales cycle
• Work with field engineers to propose solutions to customer problems
• Work with customer success to identify growth opportunities
• Maintain accurate pipeline data and forecasts within Salesforce
• Establish productive professional relationships with key influencers and decision makers

What we are looking for in you

• Bachelor’s degree, preferably in engineering or computer science
• Experience with open source technology and solutions
• Detail oriented with effective follow-up
• Experience in enterprise software or technology sales planning and execution
• Track record of achievement in sales targets and new account wins
• Self-discipline and motivation to be successful in a distributed team
• Professional written and spoken English, plus any language appropriate for target markets
• Ability to travel for customer engagements, industry events and company events

Additional Skills Of Interest

• Vertical experience in finance, telco, health, energy, public sector, or tech
• Experience speaking at conferences or industry events

What we offer you

Compensation is shaped by location, experience, and performance. In addition to base pay, there is a performance-driven commission structure. We provide benefits reflecting our values and local needs. We aim for fair global programs.

• Distributed work environment with twice-yearly in-person team sprints
• 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 Program
• Opportunity to travel to new locations to meet colleagues
• Travel upgrades for long-haul company events

About Canonical

Canonical is a pioneering tech firm at the forefront of the open source movement. We publish Ubuntu and are committed to a global, distributed workforce. We seek excellence and believe talent is globally distributed. Canonical has operated as a distributed company since 2004.

Canonical is an equal opportunity employer. We foster a workplace free from discrimination, and we will give every applicant fair consideration.

Seniority level

• Entry level

Employment type

• Full-time

Job function

• Sales and Business Development

Industries

• Software Development

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