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 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 1000+ colleagues in 70+ countries and very few roles based in offices. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.

Business Opportunity

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. As they re‑architect their business applications to embrace open source, we will deliver the majority of their databases, analytics, messaging, publishing, identity, security, workflow, and everything that is open source. We are committed to doing that at the most efficient price points possible to drive down the total cost of IT, while remaining a global market leader.

About the Role

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 reports to the CEO and collaborates with senior Canonical leaders to drive sustainable growth. Success in this role depends on operational and inspirational leadership, programmatic process orientation, and deep insight into global enterprise software procurement.

Key Responsibilities

• Go‑to‑market strategy – prioritize sectors and markets, identify organisational gaps and lead hiring to close them.
• Planning – challenge teams to develop 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 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, customers and the market.

Organizational Leadership Areas

Direct Enterprise Sales

Alliances, Channels and Partnerships

Sector Go‑to‑Market

We are building out expertise in telco, finance, automotive, energy, retail and health sectors, expanding sector‑specific investments to address customer needs and trends.

Field Engineering

Field engineering is an advanced solution‑architect team committed to accelerating customer adoption and confidence as Ubuntu and our open‑source solutions displace incumbent providers.

Customer Success

A new organisation dedicated to establishing processes and relationships, expected to grow as we expand our portfolio and deepen into solution sales.

Revenue Operations (Sales Ops)

Required Experience and Qualifications

Additional Skills And Experience We Value

Compensation and Benefits

Equal Opportunity Employer

Canonical is an equal opportunity employer. We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background creates a better work environment and better products. Whatever your identity, we will give your application fair consideration.

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