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 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 plans
- 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
- Manage and lead a sales team through coaching, mentoring, and example-setting
- Represent the company and its solutions at industry events and client engagements
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
- 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 that sales representatives have high quality account plans for existing accounts and priority prospects
- Monitor new pipeline development by your team, 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 effectively
- Demonstrate professionalism and effectiveness in managing your team
- Coach, mentor and lead by example
- Prospect accounts for new business, maintain and develop existing relationships, and work with colleagues and partners on account strategy
- Sell 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
- Identify and prioritize new logo accounts in your territory for account-based marketing and prospecting
- Support contract closure to meet and exceed quarterly and annual bookings targets
- Travel regionally for client engagements or industry conferences, and internationally for company events twice a year
Benefits & Perks
Competitive compensation/salary range with performance-driven commission structure
Distributed work environment with the flexibility of remote work
Annual compensation review
Recognition rewards
Annual holiday leave
Maternity and paternity leave
Employee Assistance Program
Personal learning and development budget of USD 2,000 per year
Opportunity to travel to new locations to meet colleagues
Travel upgrades for long haul company events
Participation in twice-yearly in-person team meetings
Ready to Apply?
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