Embedded IoT / Edge Solutions Sales Representative, Manager, Director

About Canonical

Canonical is a leading provider of open-source software and operating systems, with its platform, Ubuntu, widely used in enterprise initiatives like public cloud, data science, AI, and IoT. We are a pioneer of global distributed collaboration, with over 1200 colleagues in 75+ countries, operating with very few office-based roles. Teams gather biannually for strategic alignment and execution in diverse global locations. The company is founder-led, profitable, and experiencing growth.

The Role

We are seeking Embedded IoT / Edge Solutions Sales Representatives, Managers, and Directors to expand our market presence in critical sectors including Automotive, Medical Devices, Industrial Systems, Robotics, and Telco, as well as consumer electronics. Ideal candidates will possess technical proficiency and familiarity with embedded Linux and RTOS. We are hiring across all time zones, accommodating candidates globally provided they have substantial business access to a significant market territory. Management and Regional Director positions are also available for those seeking leadership roles.Ubuntu's server edition is extensively used in connected devices and industrial PCs. Our specialized Ubuntu Core for IoT offers advanced security and resilience for sophisticated appliances and equipment, serving global brands in consumer and industrial electronics, automotive, and robotics. We are continuously enhancing our offerings to extend security, management, and developer experience to smaller Linux environments and devices, recently introducing real-time Linux capabilities and pursuing relevant certifications.This is a prospecting sales and strategic account development role demanding energy, ambition, and focus. Success requires comfort in positioning and selling open-source solutions, services, and software to all organizational levels, particularly to departments developing embedded software and IoT devices. Familiarity with at least one of our priority sectors is essential.Customers value our ability to provide unified security compliance and support for all open-source components from a single vendor. Our ambition is to offer the most comprehensive solutions, supported by unique capabilities across all clouds, compute classes, and application categories. Canonical provides licensed enterprise software, commercial support, managed services, consulting, and training for customers deploying Ubuntu or open-source applications in the cloud, data centers, or the connected device and IoT ecosystem. We are on a consistent growth path, operating as a predominantly distributed organization with leadership spread globally. We believe talent is universally distributed and are committed to hiring, developing, and trusting exceptional individuals to build a leading enterprise software company.Our hiring process is meticulous and selective, requiring significant effort from applicants, with offers typically secured within three to six months. This role is ideal for ambitious, long-term career thinkers who understand the rise of open source and the dynamics of enterprise procurement and technical decision-making. Given intense competition, we maintain a high hiring bar, selecting for exceptional ability and character, and fostering an environment that celebrates diligence, collaboration, and effectiveness.We seek candidates with:

• Empathy for the customer, understanding their needs and industry challenges.
• High intellect, enabling quick learning, complex subject comprehension, and clear communication.
• Passion for technology, driven by innovation and competition.
• Teamwork, demonstrated by a willingness to collaborate and balance personal and team goals.
• Energy, possessing the drive to motivate oneself and others towards optimal results.

Building on Ubuntu's widespread adoption, sales professionals are tasked with developing trusted, profitable commercial relationships. While marketing generates awareness and leads, success in this role requires proactive territory development, identifying industries and companies ready for deeper open-source engagement, and cultivating relationships in advance of explicit interest. Professional practice, territory and account planning, and clear pipeline reporting are expected.The successful candidate will manage an annual bookings quota, travel regionally for client engagement and internationally for company events. Responsibilities include prospecting for new business, nurturing existing relationships, collaborating with colleagues and partners on account strategy, and selling enterprise software, open source, cloud, virtualization, and container technologies to senior enterprise stakeholders.Location: We are expanding our sales reach across EMEA, APAC, and the Americas.

The Role Entails

• Building and executing a territory plan to prioritize leading security-focused brands and manufacturers.
• Collaborating with marketing to promote brand awareness in prioritized accounts.
• Developing pipeline through outreach, prospecting, local marketing, and industry events.
• Closing contracts to meet and exceed quarterly and annual bookings targets.
• Managing customer relationships and interactions throughout the sales cycle.
• Working with IoT Field Engineers to understand customer requirements and ensure satisfaction.
• Maintaining accurate data and forecasts within Salesforce.
• Establishing productive professional relationships with key influencers and decision-makers.
• Coordinating with colleagues, including support, delivery, and management.

What We Are Looking For In You

• Exceptional academic track record.
• Undergraduate degree in a technical subject.
• Confidence to respectfully voice opinions, provide feedback, and share ideas.
• Proven track record of exceeding expectations and achieving outstanding results.
• Field sales experience in embedded Linux, embedded software, or enterprise software.
• Demonstrated achievement of sales targets and large account wins.
• Passion for technology, evidenced by personal projects and initiatives.
• Strong work ethic and confidence to excel among motivated colleagues.
• Professional written and spoken English with excellent presentation skills.
• Experience with Linux (Debian or Ubuntu preferred).
• Excellent interpersonal skills, curiosity, flexibility, and accountability.
• Appreciation for diversity, politeness, and effectiveness in a multicultural, multinational organization.
• Thoughtfulness and self-motivation.
• Result-oriented with a personal drive to meet commitments.
• Ability to travel internationally twice a year for company events (up to two weeks).
• Willingness to travel up to 50% for customer meetings and industry events.
• Ability to develop and execute territory sales plans.
• Detail-oriented with effective follow-up.

What We Offer Colleagues

Compensation is determined by geographical location, experience, and performance, with annual reviews and potential for more frequent adjustments for graduates and associates. In addition to base pay, we offer performance-driven bonuses or commissions. Benefits reflect our values and ideals, balancing global fairness with local needs.Benefits include:

• Distributed work environment with biannual in-person team sprints.
• Personal learning and development budget of USD 2,000 annually.
• Annual compensation review.
• Recognition rewards.
• Annual holiday leave.
• Maternity and paternity leave.
• Team Member Assistance Program & Wellness Platform.
• Opportunity for travel to new locations for colleague meetings.
• Priority Pass and travel upgrades for long-haul company events.

Key Skills/Competency

• Embedded Linux
• IoT
• Edge Solutions
• Sales
• Account Management
• Open Source
• Enterprise Software
• Technical Sales
• Ubuntu Core
• Business Development