Embedded IoT

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 enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include top public cloud and silicon providers, along with industry leaders across sectors. The company is founder-led, profitable, and growing.

We are hiring Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to expand our reach in industries like Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics. Candidates should be technically skilled, familiar with embedded Linux and RTOS, and open to working across all time zones, with reasonable access to a significant market territory. We will also hire Sales Team Managers and Regional Sales Directors for leadership roles.

Ubuntu's server edition is prevalent in connected devices and industrial PCs. Ubuntu Core, our IoT edition, offers advanced security and resilience for high-end appliances and equipment, serving clients in consumer and industrial electronics, automotive, and robotics. We are expanding our offerings to enhance security, management, and developer experience in small Linux environments, including real-time Linux capabilities and certifications.

This role involves prospecting and strategic account development, requiring energy, ambition, and focus. Success depends on your ability to sell open source, services, and software solutions to various organizational levels, especially departments developing embedded software and IoT devices. Familiarity with at least one priority sector is essential.

Customers value the comprehensive security and support for open source solutions from a single provider. Our goal is to offer more solutions than any other vendor, across all clouds, compute classes, and applications. We provide licensed enterprise software, support, managed services, consulting, and training for Ubuntu and open source applications in cloud, data center, and IoT ecosystems. We are on a growth trajectory, mostly distributed globally, emphasizing talent diversity and leadership development.

Our hiring process is deliberate and thorough, taking three to six months. We seek ambitious, long-term thinkers who understand open source's rise and enterprise procurement drivers. We prioritize exceptional ability and character, fostering teamwork, diligence, and collaboration. Our environment values excellence, even if it requires discomfort.

In building our sales team, we look for:

• Empathy for customer needs and industry challenges
• High intellect and quick learning ability
• Passion for technology and innovation
• Teamwork and collaboration skills
• Energy and motivation

Ubuntu's adoption provides a credible market presence, but success requires proactive relationship-building beyond inbound interest. You will need to develop territory strategies, manage pipelines, and report activity using professional tools.

The role involves carrying an annual bookings quota, traveling regionally and internationally, and working with colleagues and partners on account strategies. Selling enterprise software, open source, cloud, virtualization, and container technologies to senior enterprise levels is expected.

Location: We are expanding in EMEA, APAC, and the Americas.

The role entails:

• Building and executing territory plans
• Collaborating with marketing to increase awareness
• Developing pipeline through outreach and industry events
• Closing contracts to meet bookings targets
• Managing customer relationships
• Working with IoT Field Engineers
• Maintaining accurate data in Salesforce
• Building relationships with key decision-makers

Candidate requirements include:

• Strong academic record and technical degree
• Confidence in communication and feedback exchange
• Proven sales achievement in embedded or enterprise software
• Passion for technology and personal projects
• Professional English skills
• Linux experience (Debian or Ubuntu preferred)
• Interpersonal skills, curiosity, flexibility
• Willingness to travel up to 50% and attend company events
• Ability to develop and execute sales plans

What we offer: Competitive global compensation, performance bonuses, benefits, and a distributed work environment with biannual in-person team sprints, learning budgets, and travel opportunities.

About Canonical: A pioneering open-source company behind Ubuntu, committed to excellence, innovation, and diversity. We operate globally with a high standard for hiring and performance.

Canonical is an equal-opportunity employer. We value diversity and are committed to fair consideration for all applicants.