["Full-Time"]
Remote
SaaS
jobicy
About this role
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.
The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles.
Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.The company is founder-led, profitable, and growing.Canonical is globally expanding its Embedded Devices Software Solution Sales team, hiring managers, directors, and account managers to broaden reach in mission-critical industries.
The successful candidates will focus on our Ubuntu product portfolio, which is already widely used in connected devices and industrial PCs. Our newer offering, Ubuntu Core for IoT, provides state-of-the-art security and resilience for high-end appliances and equipment, serving global brands in consumer, industrial electronics, automotive, and robotics.
We are continually enhancing this portfolio with features like real-time Linux capability and pursuing various certifications, representing Linux reinvented for optimal reliability, security, developer productivity, and footprint.
We seek technically skilled professionals familiar with embedded Linux and RTOS.This is a high-energy role focused on prospecting sales and strategic account development, demanding ambition and focus. You will be responsible for carrying an annual bookings quota and must be comfortable positioning and selling a range of open source, services, and software solutions.
Leveraging Ubuntu's market adoption, the work requires actively building trusted and profitable commercial relationships, developing the potential of your t
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Outbound-Heavy
Self-sourced pipeline via cold outreach
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Named Accounts
Pre-assigned list of target companies
Requirements at a Glance
Typical Day — Sales Manager
Estimates based on role type and selling motion — actual may vary by company.
Role Signals
Green Flags
Ownership stake offered
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
How do you coach underperforming reps?
Template questionDescribe your forecasting methodology.
Template questionHow do you structure onboarding for new hires?
Template questionThis leadership position involves both strategic planning and hands-on coaching of the sales team.
Top SaaS reps often earn significant upside through accelerators once quota is exceeded.
Remote positions in sales offer flexibility but require strong self-discipline and proactive communication with distributed teams.
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