Chief Revenue Officer

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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.

Perhaps unusually we are looking for a leader who is insightful and passionate about the impact of open source in the world. Across every category of compute - from the very lowest-level microcontroller to the fastest CPU's and GPUs, from the biggest cloud infrastructure to the tiniest devices, we see open source growing in both share and reputation.

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

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

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 and the organisation structure will be determined by them.

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: Establish processes and relationships, and grow this capability as we expand our portfolio and move deeper into solution sales.

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 firm
• Experience leading a sales, partnership 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

• Distributed work environment with twice-yearly team sprints in person
• 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
• Priority Pass, and travel upgrades for long haul company events

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.