Enterprise Account Executive

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This is a general track role, hiring for opportunities across all levels of seniority in our Sales Teams. We are looking for experienced sales leaders with outstanding revenue‑generating experience in the technology industry.

Open source software is the new default in the enterprise, and Canonical is a challenger to major enterprise software vendors. We deliver better open source from the data center to cloud and edge. Our Linux distribution Ubuntu is 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 to ship the most software on the planet by cores. A tidal wave of open source innovation is the next phase of the 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, including software‑defined storage, private cloud solutions, container runtimes, databases, message queues, identity, observability, analytics, machine learning and web publishing capabilities.

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 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. This is not a place to apply if you are in a rush. If you see clearly the rise of open source, understand enterprise procurement, and can thrive in a highly competitive market, you will understand why Canonical has a tremendous long‑term advantage.

• 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

• 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 that may be appropriate for your target market
• Ability to travel for customer engagements, industry events and company events

• Specific vertical experience, in particular finance, telco, health, energy, public sector, tech
• Experience speaking at conferences or industry events

• 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
• Maternit…