Enterprise Account Executive

Job Description

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.

A tidal wave of open source innovation is the next phase of the entire enterprise software industry, and we aim to be the most compelling way to ride that wave.

Our customers include Global 500 enterprises and startups. We are expanding our product range from the base operating system – Ubuntu – to full enterprise solutions in infrastructure and applications. We can deliver software‑defined storage, private cloud solutions, container runtime environments, as well as databases, message queues, identity, observability, analytics, machine learning and web publishing capabilities. Customers love the idea that they can get security compliance and support for everything open source from a single company.

Our goal is to have more solutions on tap than any other vendor, and we have built unique capabilities to make that possible across every cloud, every class of compute and every category of application.

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 just over 1,000 colleagues in 70+ countries and $250 m in revenue, profitable, on a steady but relentless growth trajectory. We are almost entirely distributed, with leadership spread across many countries.

We believe that talent is equally distributed across the globe, and we are excited to hire, develop, promote and ultimately trust a diverse group of exceptional leads to build the best, not biggest, enterprise software company.

We hire carefully and deliberately; our selection process is long and requires substantial work from applicants. It will take successful applicants three to six months to secure an offer. If you see clearly the rise of open source, and you understand the drivers of enterprise procurement and technical decision making, then you will understand why Canonical has such a tremendous long‑term advantage.

• 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 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 in the telecoms sector in the DACH region.
• Track record of achievement in sales targets and new account wins.
• Self‑discipline and motivation to succeed in a distributed team.
• Professional written and spoken English, as well as German language.
• Ability to travel for customer engagements, industry events and company events.

• Specific vertical experience (finance, telco, health, energy, public sector, tech).
• Experience speaking at conferences or industry events.

• Distributed work environment with twice‑yearly…