[All remote jobs](https://jobicy.com/jobs.md)[![Canonical logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/b4d068a9-221-1.png)](https://jobicy.com/company/canonical-ltd.md)[Canonical](https://jobicy.com/company/canonical-ltd.md) # Manager of Enterprise Open Source Sales Team AI Summary Canonical is hiring a remote Enterprise Open Source Sales Team Manager to lead five to ten enterprise sales representatives across a regional territory. The manager will build territory and account plans, develop pipeline, allocate accounts, coach sellers, and support contract closures against annual bookings targets. This role requires enterprise software sales leadership, strong knowledge of open-source and cloud technologies, and disciplined Salesforce forecasting. The successful candidate will work in a globally distributed environment and travel for customer engagements, industry events, and twice-yearly company meetings. Compensation includes base pay and performance-driven commission, but no salary range is disclosed.[Apply for this job](#job-application)[View company](https://jobicy.com/company/canonical-ltd.md)ShareRemote from🌐 AnywhereSalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceSeniorPublished12 Nov 2026Apply before12 Dec 2026Listing views48Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. Open source software is the new default in the enterprise, and [Canonical](https://jobicy.com/company/canonical-ltd.md) is the new challenger to major enterprise software vendors. We are profitable and growing our global enterprise sales organisation. We are hiring regional sales team managers in Europe, Middle East, India, Asia, ANZ, Africa, Latin America, Central America and North America, each of whom will lead a team of five to ten enterprise sales representatives. We deliver better open source from the data center to cloud and edge. Our Linux distribution Ubuntu is now the leading platform for public cloud compute, and the favorite platform for software engineers, data scientists and AI developers. Our mission is to accelerate the adoption and quality of open source globally, and our goal is to ship the most software on the planet by cores. A tidal wave of open source innovation is the next phase of the entire enterprise software industry, and we aim to be the most compelling way to ride that wave. Our customers include Global 500 enterprises and startups. We are expanding our product range from the base operating system – Ubuntu – to full enterprise solutions in infrastructure and applications. We can deliver software defined storage, private cloud solutions, container runtime environments, as well as databases, message queues, identity, observability, analytics, machine learning and web publishing capabilities. Customers love the idea that they can get security compliance and support for everything open source from a single company. Our goal is to have more solutions on tap than any other vendor, and we have built unique capabilities to make that possible across every cloud, every class of compute and every category of application. Canonical provides licensed enterprise software products, commercial support, managed services, consulting and training services to customers who are deploying Ubuntu or open source applications on the cloud, in their data center, or to the connected device and IoT ecosystem. We are just over 1,000 colleagues in 70+ countries and over $250m in revenue, profitable, on a steady but relentless growth trajectory. We are almost entirely distributed, with leadership spread across many countries. We believe that talent is equally distributed across the globe, and we are excited to hire, develop, promote and ultimately trust a diverse group of exceptional leads to build the best, not biggest, enterprise software company. We hire carefully and deliberately; our selection process is long and requires substantial work from applicants. It will take successful applicants three to six months to secure an offer. This is not a place to apply if you are in a rush to find a position, it is a worthwhile place to apply if you are ambitious and long-term in your thinking about your career and the dynamics which move the world forward. If you see clearly the rise of open source, and you understand the drivers of enterprise procurement and technical decision making, then you will understand why Canonical has such a tremendous long term advantage. You will also understand, given the ferocity of competition and the challenges of competing in a market of giants, that we have to set a very high bar for hiring and performance. In order to be a world leading company we select for exceptional ability as well as character, and then provide an environment which promotes teamwork and celebrates diligence, collaboration and effectiveness. All of those are easy to say but hard to do – at Canonical we are willing to be uncomfortable in pursuit of that excellence. In building our sales team, we look for five things: * Empathy for the customer – a real understanding of customer needs, industry-specific challenges, and a desire to help customers solve their business problems * High intellect – the ability to learn quickly, understand very complex subjects, and communicate clearly to build trust and confidence * Passion for technology – a fascination with the state of the art from brilliant people solving hard problems, and fierce competition for large prizes * Teamwork – a willingness to help others, to collaborate well with people from different disciplines, and to balance personal and team ambitions * Energy – the drive to motivate oneself and others to achieve the best result for the team and our customers Ubuntu is already very widely adopted which gives us a credible basis for conversations in the market. Nevertheless, it requires real work for sales professionals to build on that adoption to create trusted and profitable commercial relationships with the enterprises in their territory. Our product managers and marketing teams run campaigns to generate awareness, engagement and leads, but you will need to go beyond managing inbound interest to develop the potential of your territory. You will need judgement as to which industries and companies are ready to go deeper with open source and Canonical, and energy to develop relationships in advance of proven interest. We expect professional practice, territory and account planning, as well as clear, complete and continuous reporting on pipeline status and activity, using standard professional tools. The successful candidate will carry an annual team bookings quota within their territory. They should be able to travel regionally for client engagements or, industry conferences, and internationally for company events twice a year. They will be expected to demonstrate professionalism and effectiveness in managing their team. They will need to coach, mentor and lead by example. Their sales representatives are expected to prospect accounts for new business, maintain and develop existing relationships, and work with colleagues and partners on account strategy. They must be comfortable selling enterprise software, open source, cloud, virtualization, container technologies and technical software solutions to senior levels of the enterprise. Location: We are expanding our sales organisation globally and have open sales team manager roles in every region. ### What your day will look like * Build and execute a territory plan to prioritize outreach and prospecting * Allocate portions of territory and accounts to sales representatives on your team * Identify and prioritise new logo accounts in your territory for account-based marketing and prospecting * Ensure that sales representatives have high quality account plans for existing accounts and priority prospects * Monitor new pipeline development by your team, through outreach, prospecting, local marketing, and industry events * Support contract closure to meet and exceed quarterly and annual bookings targets * Be mindful and proactive in achieving tactical and strategic objectives * Work with customer success to identify growth opportunities * Ensure your team maintain accurate pipeline data and forecasts within Salesforce * Represent the company, its solutions and software ### What we are looking for in you * Bachelor’s level degree, preferably in engineering or computer science * Leadership and management skill * Experience of open source technology and solutions * Detail oriented with effective planning, organisation and reporting skill * 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, as well as any language that may be appropriate for your target market * Ability to travel for customer engagements, industry events and company events ### Additional skills of interest * Specific vertical experience, in particular finance, telco, health, energy, public sector, tech * Experience speaking at conferences or industry events ### What we offer you We consider geographical location, experience, and performance when shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognise outstanding performance. In addition to base pay, we offer a performance-driven commission structure. We provide all team members with additional benefits, which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. * Distributed work environment with twice-yearly team meetings 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 ### About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world on a daily basis. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence – in order to succeed, we need to be the best at what we do. Canonical has been a fully distributed company since its inception in 2004.​ Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game. ### 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.](https://canonical.com/careers/diversity/identity) #LI-remote Show more [Apply now >](https://jobicy.com/jobs/161685-manager-of-enterprise-open-source-sales-team.md) > Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior sales leadership role with responsibility for team performance, enterprise pipeline quality, strategic territory development, and annual bookings attainment. It requires both technical credibility in open-source infrastructure and strong coaching, forecasting, and executive-level sales capabilities. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$150,000US market range (per year)$115k–$210k0$231.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer base-pay amount is disclosed. The figures shown are estimated annual USD base-salary benchmarks for a senior enterprise software sales manager; commission and other incentives are excluded. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise software sales](https://jobicy.com/jobs?search_keywords=Enterprise%20software%20sales.md)[Sales leadership](https://jobicy.com/jobs?search_keywords=Sales%20leadership.md)[Territory planning](https://jobicy.com/jobs?search_keywords=Territory%20planning.md)[Account-based selling](https://jobicy.com/jobs?search_keywords=Account-based%20selling.md)[Pipeline management](https://jobicy.com/jobs?search_keywords=Pipeline%20management.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Team coaching](https://jobicy.com/jobs?search_keywords=Team%20coaching.md)[Open source technologies](https://jobicy.com/jobs?search_keywords=Open%20source%20technologies.md)[Cloud computing](https://jobicy.com/jobs?search_keywords=Cloud%20computing.md)[Customer relationship management](https://jobicy.com/jobs?search_keywords=Customer%20relationship%20management.md)[Contract negotiation](https://jobicy.com/jobs?search_keywords=Contract%20negotiation.md)[Strategic account planning](https://jobicy.com/jobs?search_keywords=Strategic%20account%20planning.md) Sample interview questionsHow would you create and execute a territory plan for a new enterprise sales region?I would segment the territory by industry, company size, technology maturity, and potential need for open-source infrastructure. I would identify priority accounts, define account ownership and activity goals, align marketing and partner resources, and review pipeline coverage and conversion metrics on a regular cadence. How do you coach sales representatives to improve enterprise pipeline quality? I use structured deal reviews focused on customer pain, stakeholders, technical fit, competitive position, next steps, and close plan. I coach representatives to validate opportunities early, maintain accurate CRM data, and build multithreaded relationships rather than relying on a single contact. Describe your approach to selling complex open-source and cloud solutions to senior enterprise stakeholders. I connect technical capabilities to measurable business outcomes such as security, operational efficiency, resilience, developer productivity, and cost control. I involve technical specialists early, tailor the value proposition to each stakeholder, and establish a mutual action plan that addresses procurement, risk, and implementation requirements. How would you manage a team that is distributed across multiple countries and time zones? I would establish clear operating rhythms for one-to-ones, forecast reviews, coaching, and team communication while allowing flexibility for local markets. I would set transparent goals, document decisions and account plans, recognize performance consistently, and ensure each representative has access to the support needed to execute. What metrics would you monitor to determine whether a sales team is on track to achieve its annual bookings target? I would track bookings attainment, pipeline coverage, pipeline creation, stage conversion, sales-cycle length, forecast accuracy, win rate, average deal size, account activity, and new-logo progress. 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