Enterprise Account Executive

Enterprise Account Executive at Canonical

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

Open source software is the new default in the enterprise, and Canonical is the 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 a favorite for software engineers, data scientists and AI developers. Our mission is to accelerate the adoption and quality of open source globally, aiming to ship the most software on the planet by cores.

Customers include Global 500 enterprises and startups. We provide licensed enterprise software products, commercial support, managed services, consulting and training services. We have over 1,000 colleagues in 70+ countries, $250m in revenue, fully distributed.

We hire carefully and deliberately; the selection process is long and requires substantial work from applicants. Successful applicants may take three to six months to secure an offer. We seek ambitious, long‑term thinkers who understand open source rise, enterprise procurement, and technical decision making.

• Empathy for the customer – a real understanding of customer needs, industry‑specific challenges, and a desire to help customers solve their business problems.
• High intellect – the ability to learn quickly, understand very complex subjects, and communicate clearly to build trust and confidence.
• Passion for technology – fascination with state‑of‑the‑art solutions and fierce competition for large prizes.
• Teamwork – willingness to help others, collaborate well with people from different disciplines, and balance personal and team ambitions.
• Energy – drive to motivate oneself and others to achieve the best result for the team and our customers.

Ubuntu is already widely adopted, but sales professionals must build on that adoption to create trusted and profitable commercial relationships with enterprises in their territory. We provide campaigns for awareness, but you must go beyond inbound interest, develop territory, and generate pipeline.

The successful candidate will carry an annual bookings quota within their assigned territory, travel regionally for client engagement and conferences, and internationally for company events twice a year. They will prospect accounts, maintain relationships, work with partners on account strategy, and sell enterprise software, open source, cloud, virtualization, container technologies and technical software solutions to senior levels of the enterprise.

Location:

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

• 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 of 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, as well as any language suitable for your target market.
• Ability to travel for…