Business Development Representative

Overview

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. With more than 1200 colleagues in 75+ countries, Canonical is a remote‑first global company that publishes Ubuntu and open‑source enterprise solutions for cloud, developer, IoT and AI.

We partner with industry leaders and collaborate worldwide, meeting in person two to four times yearly in interesting locations around the world.

In this role, you will collaborate with a regional sales and marketing team and your primary objective will be to find customer projects that fit our product lines and spread the good name of Canonical across multiple industries and geographies. You will need to be organized, persistent, charismatic, and hard‑working, with a strong interest in technology and its business implications.

• Execute outbound sales & marketing campaigns
• Research information about prospective customers and market trends
• Generate high‑quality leads for Senior Sellers to fuel a multi‑million‑dollar pipeline
• Own and close SMB opportunities within your designated territory
• Collaborate across multiple teams and senior stakeholders to drive results
• Help define the processes and policies for the team
• Travel to events and conferences worldwide, presenting on booths and driving face‑to‑face marketing and sales opportunities

• Demonstrated success in SDR or outbound sales, with a track record of exceeding annual quotas and consistently driving qualified pipeline growth
• Experience navigating prospective accounts to senior executives to identify new customer opportunities
• Experience in enterprise software or technology sales
• Exceptional academic track record from high school and university
• Passion for business and technology
• Commitment to continuous learning and improvement – curious, flexible, scientific
• Creative problem solving and cross‑team collaboration
• Professional written and spoken English with excellent presentation skills
• Verbal and written communication and negotiation skills
• Results‑driven with an over‑achiever spirit
• Persistence & perseverance
• Growth mindset – people from our team develop into all departments within the sales organization (Channel, IoT, Enterprise Sales, etc.)
• Ability to travel internationally twice a year for company events up to two weeks long

• 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
• Team Member Assistance Program & Wellness Platform
• 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 of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence;

to succeed, we need to be the best at what we do. Most colleagues work from home since our inception in 2004, and working here is a step into the future that will challenge you to think differently, work smarter, learn new skills, and raise your game.

We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background creates a better work environment and better products. Whatever your identity, we will give your application fair consideration.

Seniority level: Entry level
Employment type: Full‑time
Job function: Sales and Business Development
Industries: Software Development