Manager of Enterprise Open Source Sales Team
CanonicalRemote
Full Time
Posted January 20, 2026
Not Specified
Remote
Apply Now
Application opens on company website
Job Description
This role involves leading a regional enterprise sales team to promote and sell open source software solutions, including Ubuntu and related enterprise products, by developing strategic territory plans, managing customer 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 to sales representatives and ensure high-quality account planning
- Identify and prioritize new logo accounts for prospecting and marketing
- Monitor pipeline development and support contract closure to meet sales targets
- Support team in maintaining accurate pipeline data and forecasts
- Develop and maintain relationships with existing and potential customers
- Lead, coach, and mentor sales team members to achieve sales objectives
- Represent the company and its solutions at industry events and client engagements
- Work with customer success teams to identify growth opportunities
- Manage and lead the sales team to achieve strategic and tactical objectives
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
- 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 a sales team of five to ten enterprise sales representatives
- 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
- Ability to 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
- Work with customer success to identify growth opportunities
- Maintain accurate pipeline data and forecasts within Salesforce
- Represent the company, its solutions, and software effectively
- Comfortable selling enterprise software, open source, cloud, virtualization, container technologies, and technical software solutions to senior levels of the enterprise
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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