Manager of Enterprise Open Source Sales Team
CanonicalRemote
Full Time
Posted December 2, 2025
Not Specified
Remote
Apply Now
Application opens on company website
Job Description
This role involves leading a regional sales team to promote and sell open source enterprise solutions, including Ubuntu and related cloud, infrastructure, and software products, by developing strategic territory plans, managing client relationships, and achieving sales targets in a global, distributed environment.
Key Responsibilities
- Build and execute a territory plan to prioritize outreach and prospecting
- Allocate accounts and territories to sales representatives
- Identify and prioritize new logo accounts for prospecting and marketing
- Ensure sales representatives develop high-quality account plans
- Monitor pipeline development and activity through outreach and events
- Support contract closure to meet or exceed bookings targets
- Collaborate with customer success to identify growth opportunities
- Maintain accurate pipeline data and forecasts in Salesforce
- Represent the company and its solutions to clients and at industry events
- Lead, coach, and mentor sales team members
- Prospect new business, develop existing relationships, and strategize with colleagues and partners
- Manage and develop a team of enterprise sales representatives
- Travel regionally and internationally for client engagements, conferences, and company events
Requirements
- Bachelor's level degree, preferably in engineering or computer science
- Experience of open source technology and solutions
- Detail oriented with effective planning, organisation and reporting skill
- 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
- Leadership and management skill
- Experience of managing and coaching sales teams, including prospecting accounts for new business, maintaining and developing existing relationships, and working with colleagues and partners on account strategy
- Ability to build and execute a territory plan to prioritize outreach and prospecting
- Ability to allocate portions of territory and accounts to sales representatives on your team
- Identify and prioritise 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
- Be proactive in achieving tactical and strategic objectives
- Work with customer success to identify growth opportunities
- Maintain accurate pipeline data and forecasts within Salesforce
- Represent the company, its solutions and software professionally
- Experience speaking at conferences or industry events (preferred but not mandatory)
- Specific vertical experience in finance, telco, health, energy, public sector, or tech (preferred but not mandatory)
Benefits & Perks
Performance-driven commission structure
Additional benefits reflecting company values and local needs
Distributed work environment with twice-yearly in-person team meetings
Personal learning and development budget of USD 2,000 per year
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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