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Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. we can deliver both infrastructure and business applications to the enterprise market. As companies refresh their data centers, our goal is to be the platform for cloud and apps. As they re-architect their business applications to embrace open source, our goal is to deliver the majority of their databases, analytics, messaging, publishing, identity, security, workflow... everything that is open source. We are committed to do that at the most efficient price points possible to drive down the total cost of IT, but this is nevertheless a significant global market, and our ambition is to be counted among the most valued software suppliers to the Global 10,000.
We are hiring a Chief Revenue Officer , to lead our enterprise sales, sales development, partner, channel, alliance, customer success and field engineering teams. This position will report to the CEO and collaborate with the most senior leaders of Canonical to drive sustainable growth. It is not itself a sales position so much as one that demands astute planning and tactical operations combined with leadership, rigor and insight into the global dynamics and drivers of enterprise software selection and procurement today.
Across every category of compute - from the very lowest-level microcontroller to the fastest CPU's and GPUs, from the biggest cloud infrastructure to the tiniest devices, we see open source growing in both share and reputation. The same is true in every category of business and scientific application. Our opportunity is to deliver the majority of that software globally. Our mission is to do that efficiently, at low cost, in a way that accelerates progress and preserves a level playing field in silicon and cloud. We work closely with both silicon and cloud providers to maximise performance and align with their differentiated offerings. We work to build and sustain trust as the best way for their customers to get the widest range of open source, and the best of their infrastructure and compute capability. As Chief Revenue Officer you will be accountable for:
Planning - challenge individual teams to develop appropriate, ambitious but sustainable execution plans and metrics with cascading goals and targets
Execution - review relevant data and correct course where needed on a monthly, quarterly, and annual basis
Insight - capture and share patterns, issues, and insights from customers and partners to broaden commercial awareness within Canonical
Inspirational leadership - demonstrate and cultivate passion for Canonical's mission, for customers and the market
Set high expectations of sales ability, readiness, performance and results
Lead for high quality customer engagement and commitment to customer delight
Alliances, channels and partnerships:
Cloud partners and customers who build ecosystems, products and communities based on Ubuntu
VAR, GSI and distribution partnerships
Currently, sector GTM leads report to the VP Alliances, but the overall sector strategy and execution will be a CRO responsibility and the organisation structure will be determined by them. We are currently building out expertise and leadership in the telco, finance, automotive, energy, retail and health sectors; we expect to expand sector specific investments significantly to speak directly to customer need and trends.
Field engineering:
Our VP Field Engineering will report to the CRO. Our field engineering organisation is more than a traditional pre-sales or solution architect team, they are expert implementers with a commitment to deliver what they themselves promise. They have served as an effective way to accelerate customer adoption and confidence as Ubuntu and our open source solutions displace incumbent providers.
Customer success:
Our Head of Customer Success will report to the CRO. Potentially, revenue operations (sales ops):
Our Head of Revenue Operations will report to either the COO or the CRO. Ensure correct reporting of pipeline and progress
Agree variances through commercial reviews with company leadership
University degree, preferably in CS or STEM with additional business disciplines or degrees
Experience leading a sales, partnership or field engineering organization to maturity and world class performance
Experience and deep insights into the enterprise software and infrastructure markets
Software engineering and architecture experience or skills
Software industry insights on trends, strategy and competition
We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance. In addition to base pay, we offer a performance-driven annual bonus. We balance our programs to meet local needs and ensure fairness globally.
Personal learning and development budget of USD 2,000 per year
Annual holiday leave
Opportunity to travel to new locations to meet colleagues
Priority Pass, and travel upgrades for long haul company events
Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.
Seniority level Executive