Chief Revenue Officer

Overview

Chief Revenue Officer at Canonical – Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is 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 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 role reports to the CEO and collaborates with Canonical’s most senior leaders to drive sustainable growth. This role requires program discipline, operational rigor and strategic insight into the global dynamics of enterprise software selection and procurement.

Across compute categories from microcontrollers to high end GPUs, open source is growing in share and reputation. Our mission is to deliver the majority of that software globally, efficiently and at a low cost while maintaining a level playing field in silicon and cloud. We work closely with silicon and cloud providers to maximize performance and align with their differentiated offerings, and we strive to build and sustain trust as the best way for customers to access open source software and the related infrastructure and compute capabilities.

Responsibilities

Go to market strategy — prioritize sectors and markets, identify organizational gaps and lead hiring to close them

Planning — challenge teams to develop ambitious yet sustainable execution plans and metrics with cascading goals

Execution — monitor relevant data and adjust course on a monthly, quarterly and annual basis

Sponsorship — support leaders to close large ($10M+ ARR) deals with global 10k+ enterprises and large, complex tech partners

Insight — capture and share patterns, issues, and insights from customers and partners to broaden commercial awareness within Canonical

Staffing — supervise Canonical recruitment, selection and onboarding processes

Productivity — design and lead career and skills development with continuous improvement

Culture — foster transparent communications, accountability, trust, and a strong work ethic

Inspirational leadership — demonstrate and cultivate passion for Canonical’s mission, customers and the market

Organizational structure

Direct Enterprise Sales — The VP Enterprise Sales reports to the CRO.

Set high expectations of sales ability, readiness, performance and results

Hire sales leaders and set expectations for hiring effectiveness

Collaborate with sales leaders to build annual targets and plans by region, sector and product

Ensure accurate reporting and status on prospects and opportunities

Review progress, metrics and results on a weekly, monthly and quarterly basis

Lead for high quality customer engagement and commitment to customer delight

Alliances, channels and partnerships — The VP Alliances reports to the CRO and leads strategy and execution in :

ISVs who embed Ubuntu and Canonical open source

IHVs (e.g., Dell, HP, Lenovo) who certify and preinstall Ubuntu

Silicon providers (Intel, Nvidia, Qualcomm, Mediatek, etc.) who optimize open source for new offerings

Cloud partners and customers who build ecosystems around Ubuntu

VAR, GSI and distribution partnerships

Sector go to market — CRO owns sector GTM strategy and execution; we are building expertise in telecom, finance, automotive, energy, retail and health, with expansion planned to address customer needs and trends

Field engineering — VP Field Engineering reports to the CRO; the field engineering team delivers implementation and supports customer adoption of Ubuntu and open source solutions

Customer success — Head of Customer Success reports to the CRO; this is a growing organization focused on processes and relationships to enable solution selling

Revenue operations — Head of Revenue Operations reports to the COO or CRO; responsibilities include :

Ensure accurate pipeline reporting and progress tracking

Ensure contracting processes and terms meet standards

Manage variances through commercial reviews with leadership

Recognize and reward salespeople and leaders with MBO goals and compensation plans

Required experience

University degree, preferably in CS or STEM with additional business disciplines or degrees

Progressive operational and leadership experience in high growth, recurring revenue and global technology firms

Experience leading a sales, partnerships, or field engineering organization to maturity and world class performance

Experience and deep insights into the enterprise software and infrastructure markets

Additional Skills and Experience We Value

Software engineering and architecture experience or skills

Software industry insights on trends, strategy and competition

Insight into open source history, dynamics, strategy and competition

What we offer you

Compensation is shaped by location, experience and performance. In addition to base pay, we offer a performance driven annual bonus and a range of benefits reflecting our values. We revisit compensation annually to recognise outstanding performance.

Distributed work environment with twice yearly in person team sprints

Personal learning and development budget of USD 2,000 per year

Annual compensation review

Recognition rewards

Annual holiday leave

Maternity and paternity leave

Employee Assistance Programme

Opportunity to travel to new locations to meet colleagues

Travel upgrades for long haul company events

Equal opportunity

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. Whatever your identity, we will give your application fair consideration.

Seniority level

Executive

Employment type

Full-time

Job function

Marketing and Sales

Industries

Software Development #J-18808-Ljbffr