Chief Revenue Officer

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1000+ colleagues in 70+ countries and very few roles based in offices.

Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

Our business opportunity is significant; we can deliver both infrastructure and business applications to the enterprise market. As companies refresh their data centers, our goal is to be the platform for cloud and apps. As they re-architect their business applications to embrace open source, our goal is to deliver the majority of their databases, analytics, messaging, publishing, identity, security, workflow... everything that is open source.

We are committed to do that at the most efficient price points possible to drive down the total cost of IT, but this is nevertheless a significant global market, and our ambition is to be counted among the most valued software suppliers to the Global 10,000.

The company is founder led, profitable and growing. We are hiring a Chief Revenue Officer
, to lead our enterprise sales, sales development, partner, channel, alliance, customer success and field engineering teams. This position will report to the CEO and collaborate with the most senior leaders of Canonical to drive sustainable growth. Success in this role depends on both operational and inspirational leadership. We see the role as program, process and metric oriented, with leadership and charisma being necessary but not sufficient.

It is not itself a sales position so much as one that demands astute planning and tactical operations combined with leadership, rigor and insight into the global dynamics and drivers of enterprise software selection and procurement today.

Perhaps unusually we are looking for a leader who is insightful and passionate about the impact of open source in the world
.

Across every category of compute – from the very lowest-level microcontroller to the fastest CPU's and GPUs, from the biggest cloud infrastructure to the tiniest devices – we see open source growing in both share and reputation. The same is true in every category of business and scientific application. Our opportunity is to deliver the majority of that software globally. Our mission is to do that efficiently, at low cost, in a way that accelerates progress and preserves a level playing field in silicon and cloud.

We work closely with both silicon and cloud providers to maximise performance and align with their differentiated offerings. We work to build and sustain trust as the best way for their customers to get the widest range of open source, and the best of their infrastructure and compute capability. As a result, we are growing mind share and market share.

This is a tremendous responsibility, but it is also an extraordinary value proposition.

• Go‑to‑market strategy – prioritize sectors and markets, identify organisational gaps and lead hiring to close them
• Planning – challenge individual teams to develop appropriate, ambitious but sustainable execution plans and metrics with cascading goals and targets
• Execution – review relevant data and correct course where needed on a monthly, quarterly, and annual basis
• Sponsorship – support leaders to close large ($10M+ ARR) deals with global‑10k enterprises and large, complex, global tech sector partners
• Insight – capture and share patterns, issues, and insights from customers and partners to broaden commercial awareness within Canonical
• Staffing – supervise the Canonical recruitment, selection and onboarding processes in your organisation
• Productivity – design and lead career and skills development together with continuous improvement in your organisation
• Culture – select for, and…