Role Description 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. 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. The role entails: - Building and executing a territory sales plan to prioritize leading security-focused brands and manufacturers - Working with marketing to promote our brand and increase market 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 and achieve strategic objectives - Managing customer relationships and interactions through all stages of the sales cycle - Working with Field Engineers to understand customer requirements and ensure customer 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 Qualifications - Exceptional academic track record from both high school and university - Undergraduate degree in a technical subject - Confidence to respectfully speak up, exchange feedback, and share ideas without hesitation - Track record of going above-and-beyond expectations to achieve outstanding results - Field sales experience in embedded Linux, embedded software, or enterprise software - Track record of achievement of sales targets and large account wins - Professional written and spoken English with excellent presentation skills - Experience with Linux (Debian or Ubuntu preferred) - Excellent interpersonal skills, curiosity, flexibility, and accountability - Result-oriented, with a personal drive to meet commitments - Detail oriented with effective follow-up Requirements - Ability to travel internationally twice a year, for company events up to two weeks long - Willingness to travel up to 50% for customer meetings and industry events Benefits - We consider geographical location, experience, and performance in shaping compensation worldwide. - Performance-driven annual bonus or commission. - Personal learning and development budget of USD 2,000 per year. - Annual compensation review. - Recognition rewards. - Annual holiday leave. - Maternity and paternity leave. - Team Member Assistance Program & Wellness Platform. - Opportunity to travel to new locations to meet colleagues. - Priority Pass and travel upgrades for long-haul company events.

• Lead a team of PKU Account Managers to achieve corporate sales objectives • Develop regional and territory business plans based on revenue goals and available resources • Spend majority of time in the field interacting with customers while coaching and developing direct reports • Periodically attend brand team meetings to articulate customer insights • Monitor and manage cost center budgets • Adhere to company policies and compliance guidelines • Provide performance reviews and implement improvement plans as appropriate • Be an expert in clinical data for strategic direction

• Support the company’s sales and marketing ecosystem by helping execute campaigns, funnels, launches, content assets, and backend systems efficiently and professionally. • Build and refine Kajabi pages. • Create and manage landing pages. • Support website flow and navigation. • Implement evergreen funnels. • Set up offers, forms, and integrations. • Manage automations and workflows. • Support event setup and backend systems. • Troubleshoot technical issues. • Build and organize email sequences. • Create and schedule newsletters. • Support evergreen nurture campaigns. • Assist with launch execution. • Help optimize funnel performance. • Support customer journey implementation. • Maintain audience nurturing workflows. • Create graphic design assets. • Maintain visual brand consistency. • Edit videos for: Reels, Shorts, Stories, VSLs, Educational programs, Social media clips.

• Recruit, hire, onboard, develop, and retain a strong and diverse team of sales representatives, ensuring an effective onboarding and first-year experience for new hires • Build a culture of accountability, collaboration, inclusion, continuous improvement, and customer focus through consistent coaching, feedback, and performance management • Coach team members on proactive strategic selling, territory planning, pipeline management, account strategy development, and effective sales execution • Drive accountability for KPIs, pipeline health, forecasting accuracy, and key milestones throughout the sales process through ongoing coaching, success planning, and formal performance management when necessary • Set regional sales strategy and priorities to achieve or exceed revenue growth and market share targets across current and evolving business models • Develop and execute effective regional and account-level sales strategies that deliver customer value, learner progression, and business growth • Monitor territory performance, KPIs, forecasting accuracy, and pipeline discipline to drive accountability and business results • Manage regional budgets, operational planning, meetings, and business reporting responsibilities