Americas Director of Enterprise Open Source Sales
CanonicalRemote
Full Time
Posted September 18, 2025
Not Specified
Remote
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Application opens on company website
Job Description
The role involves leading and managing a sales team to develop and execute territory plans, build customer relationships, and drive the adoption of open source solutions like Ubuntu across enterprise markets. The position requires strategic prospecting, account management, and collaboration to meet sales targets and promote Canonical's innovative software offerings globally.
Key Responsibilities
- Build and execute a territory plan to prioritize outreach and prospecting
- Allocate accounts to sales representatives and ensure high-quality account planning
- Identify and prioritize new logo accounts for prospecting and marketing
- Monitor and support pipeline development through outreach, events, and marketing
- Support contract closure to meet or exceed bookings targets
- Manage and coach sales team to achieve sales goals and develop relationships
- Develop and maintain relationships with existing and potential clients
- Represent the company and its solutions at industry events and client meetings
- Maintain accurate pipeline data and forecasts within CRM systems
- Work with customer success teams to identify growth opportunities
- Prospect accounts for new business and work on account strategies with colleagues and partners
- Travel regionally and internationally for client engagement, conferences, and company events
Requirements
- Bachelor's level degree, preferably in engineering or computer science
- Experience of open source technology and solutions
- Experience in enterprise software or technology sales planning and execution
- Track record of achievement in sales targets and new account wins
- Ability to travel regionally for client engagement, industry conferences, and internationally for company events twice a year
- Demonstrate professionalism and effectiveness in managing a sales team, including coaching, mentoring, and leading by example
- Ability to prospect accounts for new business, maintain and develop existing relationships, and work with colleagues and partners on account strategy
- Comfortable selling enterprise software, open source, cloud, virtualization, container technologies, and technical software solutions to senior levels of the enterprise
- Build and execute a territory plan to prioritize outreach and prospecting
- Allocate portions of territory and accounts to sales representatives on your team
- Identify and prioritize new logo accounts in your territory for account-based marketing and prospecting
- Ensure sales representatives have high quality account plans for existing accounts and priority prospects
- Monitor new pipeline development through outreach, prospecting, local marketing, and industry events
- Support contract closure to meet and exceed quarterly and annual bookings targets
- Maintain accurate pipeline data and forecasts within Salesforce
- Represent the company, its solutions, and software effectively
- Self-discipline and motivation to be successful in a distributed team
- Professional written and spoken English, as well as any language appropriate for the target market
- Ability to travel for customer engagements, industry events, and company events
- Leadership and management skills
- Detail-oriented with effective planning, organization, and reporting skills
Benefits & Perks
Compensation/salary range based on experience and performance
Performance-driven commission structure
Distributed work environment with twice-yearly in-person team meetings
Annual learning and development budget of USD 2,000
Annual compensation review
Recognition rewards
Annual holiday leave
Maternity and paternity leave
Employee Assistance Program
Opportunity to travel to new locations to meet colleagues
Travel upgrades for long haul company events
Ready to Apply?
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