Enterprise Account Executive

Enterprise Account Executive

Join Canonical as an Enterprise Account Executive. This role is a general track position, hiring for opportunities across all levels of seniority in our Sales Teams.

We are looking for candidates with outstanding revenue‑generating experience from the Technology industry. Open source software is the new default in the enterprise, and Canonical is a 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. We aim to accelerate the adoption and quality of open source globally and to ship the most software on the planet by cores.

Our customers include Global 500 enterprises and startups across a wide range of industries.

Canonical provides licensed enterprise software products, commercial support, managed services, consulting and training services to customers who are deploying Ubuntu or open source applications on the cloud, in their data centre, or to the connected device and IoT ecosystem. We are almost entirely distributed, with leadership spread across many countries, and we believe talent is equally distributed across the globe.

We hire carefully and deliberately; our selection process is long and requires substantial work from applicants. Successful candidates may expect a three‑to‑six month hiring process. This is not a place for those in a rush to find a position; it is a place for those who are ambitious, long‑term focused and understand the dynamics that move the world forward.

• 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 – a fascination with the state of the art from brilliant people solving hard problems, and fierce competition for large prizes.
• Teamwork – a willingness to help others, to collaborate well with people from different disciplines, and to balance personal and team ambitions.
• Energy – the drive to motivate oneself and others to achieve the best result for the team and our customers.

Ubuntu is already very widely adopted, which gives us a credible basis for conversations in the market. Nevertheless, it requires real work for sales professionals to build on that adoption to create trusted and profitable commercial relationships with enterprises in their territory.

Our product managers and marketing teams run campaigns to generate awareness, engagement and leads, but you will need to go beyond managing inbound interest to develop the potential of your territory. You must have judgement as to which industries and companies are ready to go deeper with open source and Canonical, and energy to develop relationships in advance of proven interest.

We expect professional practice, territory and account planning, and clear, complete and continuous reporting on pipeline status and activity using standard professional tools.

• Carry an annual bookings quota within your assigned territory.
• Travel regionally for client engagement, industry conferences, and internationally for company events twice a year.
• Demonstrate professionalism and effectiveness: prospect accounts for new business, maintain and develop existing relationships, and work with colleagues and partners on account strategy.
• Be comfortable selling enterprise software, open source, cloud, virtualization, container technologies, and technical software solutions to senior levels of the enterprise.
• Represent the company, its solutions and software, in your territory.
• Build and execute a territory plan to prioritize outreach and prospecting.
• Generate 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…