Enterprise Account Executive

Join to apply for the Enterprise Account Executive role at Canonical. We are looking for a candidate with outstanding revenue‑generating experience from the technology industry. Open source software is the new default in the enterprise, and Canonical is a strong challenger to major enterprise vendors. Our mission is to accelerate the adoption and quality of open source globally. We serve Global 500 enterprises and startups, providing licensed enterprise software, commercial support, managed services, consulting, and training for Ubuntu and open‑source applications across cloud, data center, and IoT ecosystems. We hire carefully and deliberately. The selection process is long and demands substantial effort; successful candidates typically take three to six months to receive an offer. If you are ambitious, long‑term focused, and understand the drivers of enterprise procurement, we want you. In building our sales team, we look for five things: Empathy for the customer – understand customer needs, industry challenges, and solve business problems. High intellect – learn quickly, understand complex subjects, and communicate clearly. Passion for technology – a fascination with cutting‑edge solutions and fierce competition for large prizes. Teamwork – collaborate across disciplines and balance personal and team ambitions. Energy – drive motivation for self and others to achieve the best results for the team and our customers. Ubuntu is widely adopted, yet building trusted commercial relationships requires more effort. You will need judgment to identify ready industries and companies, develop relationships in advance of proven interest, and manage territory and account planning with clear, continuous reporting on pipeline status. The successful candidate will carry an annual bookings quota within their assigned territory. They will travel regionally for client engagement, industry conferences, and internationally for company events twice a year. Responsibilities include prospecting new accounts, maintaining and developing existing relationships, and collaborating with colleagues and partners on account strategy. What your day will look like Represent Canonical’s solutions in your territory. Build and execute a territory plan to prioritize outreach and prospecting. Develop new pipeline through outreach, prospecting, local marketing, and industry events. Close contracts to meet and exceed quarterly and annual bookings targets. Be mindful and proactive in achieving tactical and strategic objectives. Manage customer relationships throughout the sales cycle. Work with field engineers to propose solutions that solve customer business problems. Work with customer success to identify growth opportunities. Maintain accurate pipeline data and forecasts within Salesforce. Establish productive relationships with key influencers and decision makers. What we are looking for in you Bachelor's level degree, preferably in engineering or computer science. Experience with open source technology and solutions. Detail oriented with effective follow‑up. Experience in enterprise software or technology sales planning and execution. Track record of achievement in sales targets and new account wins. Self‑discipline and motivation to be successful in a distributed team. Professional written and spoken English; additional languages suitable for target market. Ability to travel for customer engagements, industry events, and company events. Additional Skills Of Interest Specific vertical experience (finance, telco, health, energy, public sector, tech). Experience speaking at conferences or industry events. 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 Program. 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 creates a better work environment and better products. Whatever your identity, we will give your application fair consideration. #J-18808-Ljbffr