Chief Revenue Officer

Overview Join to apply for the Chief Revenue Officer role 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 leading public cloud and silicon providers and industry leaders in many sectors. The company is founder led, profitable and growing, with 1000+ colleagues in 70+ countries and very few roles based in offices. Teams meet two to four times yearly in person to align on strategy and execution.

Our business opportunity is significant; we provide infrastructure and business applications to the enterprise market. We aim to be the platform for cloud and apps as companies refresh their data centers, and to deliver the majority of their databases, analytics, messaging, publishing, identity, security, workflow and more in open source. We are committed to doing so at the most efficient price points to drive down IT costs, and aspire to be among the most valued software suppliers to the Global 10,000.

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

Execution - review 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 partnerships

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 in your organisation

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

Culture - promote 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

Organisational structure and leadership expectations The successful candidate will lead our revenue organisation, including :

Direct enterprise sales - The VP Enterprise Sales will report to the CRO; set sales expectations, hire leaders, build annual targets by region / sector / product, ensure reporting, review progress, and lead customer engagement

Alliances, channels and partnerships - The VP Alliances will report to the CRO; drive strategy with ISVs, IHVs, silicon providers, cloud partners, and distribution partnerships

Sector go-to-market - CRO to lead overall sector strategy and execution; expand investments in telco, finance, automotive, energy, retail and health sectors

Field engineering - VP Field Engineering reports to the CRO; focus on implementers who accelerate customer adoption of Ubuntu / open source

Customer success - Head of Customer Success reports to the CRO; build processes and relationships to grow solution sales

Revenue operations - Head of Revenue Operations reports to COO or CRO; ensure pipeline reporting, contracting standards, variances, and incentives

Qualifications Required experience

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

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

Experience leading a sales, partnership or field engineering organization to 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 in-person team sprints

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

Annual compensation review and performance-driven bonuses

Fair benefits reflecting our values

Global leave policies including maternity and paternity leave

Employee Assistance Programme

Opportunities to travel to new locations to meet colleagues

Travel upgrades for long-haul company events

Canonical is an equal opportunity employer. We foster a workplace free from discrimination, and we will give your application fair consideration regardless of identity.

Seniority level Executive

Employment type Full-time

Job function Marketing and Sales

Industries : Software Development

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