Chief Revenue Officer

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 business opportunity is significant; 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. We are committed to do that at the most efficient price points possible to drive down the total cost of IT.

The company is founder led, profitable and growing. 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.

Success in this role depends on both operational and inspirational leadership. We see the role as program, process and metric oriented, with leadership and charisma being necessary but not sufficient. Perhaps unusually we are looking for a leader who is insightful and passionate about the impact of open source in the world .

As Chief Revenue Officer you will be accountable for :

• Go-to-market strategy - prioritize sectors and markets, identify organisational gaps and lead hiring to close them
• 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
• Sponsorship - support leaders to close large ($10M+ ARR) deals with global-10k enterprises and large, complex, global tech sector partners
• Insight - capture and share patterns, issues, and insights from customers and partners to broaden commercial awareness within Canonical
• Staffing - supervise the Canonical recruitment, selection and onboarding processes in your organisation
• Productivity - design and lead career and skills development together with continuous improvement in your organisation
• Culture - select for, and invest in, transparent communications, accountability trust, and the work ethic needed for success
• Inspirational leadership - demonstrate and cultivate passion for Canonical's mission, for customers and the market

The successful candidate will lead our revenue organisation, consisting of :

Direct enterprise sales : Set high expectations of sales ability, readiness, performance and results. Hire sales leaders, and set expectations for hiring effectiveness and results in the org.

Alliances, channels and partnerships : Drive our strategy and execution in regard to ISVs, IHVs, silicon providers, cloud partners and customers.

Sector go-to-market : Currently, sector GTM leads report to the VP Alliances, but the overall sector strategy and execution will be a CRO responsibility.

Field engineering : 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.

Customer success : Our Head of Customer Success will report to the CRO. This is a new organisation but has already made significant progress in establishing processes and relationships.

Required experience :

Additional Skills And Experience We Value

What we offer you :

Canonical is an equal opportunity employer. We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products.

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