Enterprise Account Executive

Role Overview

Enterprise Account Executive at Canonical

This is a general track role, hiring for opportunities across all levels of seniority in our Sales Teams. It focuses on building and executing territory plans, prospecting, and closing contracts to meet annual bookings on open source enterprise software solutions.

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 the leading platform for public cloud compute, the favorite platform for software engineers, data scientists and AI developers. Our mission is to accelerate the adoption and quality of open source globally.

We serve Global 500 enterprises and startups, providing licensed enterprise software products, commercial support, managed services, consulting and training for customers deploying Ubuntu or open source applications on the cloud, in their data center, or to the connected device and IoT ecosystem. With almost 1,000 colleagues in 70+ countries and $250m in revenue, Canonical is an exclusively distributed company that values talent from around the world.

• Represent the company, its solutions and software, in your territory
• Build and execute a territory plan to prioritize 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 that solve our customers' business 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

• Bachelor's level 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, and any language appropriate for your target market
• Ability to travel for customer engagements, industry events and company events

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

• 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 Program
• Opportunity to travel to new locations to meet colleagues
• Priority Pass, and travel upgrades for long haul company events

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world on a daily basis. We recruit on a global basis and set a very high standard for people joining the company.

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.

• Entry level

• Full‑time

• Sales and Business Development
• Software Development