Chief Revenue Officer

Join to apply for the Chief Revenue Officer role at Canonical.Check out the role overview below If you are confident you have got the right skills and experience, apply today.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 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. Success in this role depends on both operational and inspirational leadership. It is not itself a sales position so much as one that demands astute planning and tactical operations combined with leadership, rigor and insight into the global dynamics and drivers of enterprise software selection and procurement today. We see the role as program, process and metric oriented, with leadership and charisma being necessary but not sufficient. 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 lowest-level microcontroller to the fastest CPUs and GPUs, from the biggest cloud infrastructure to the tiniest devices, we see open source growing in both share and reputation. The same is true in every category of business and scientific application. Our opportunity is to deliver the majority of that software globally. Our mission is to do that efficiently, at low cost, in a way that accelerates progress and preserves a level playing field in silicon and cloud. We work closely with both silicon and cloud providers to maximise performance and align with their differentiated offerings. We work to build and sustain trust as the best way for their customers to get the widest range of open source, and the best of their infrastructure and compute capability. As a result, we are growing mind share and market share. This is a tremendous responsibility, but it is also an extraordinary value proposition.As Chief Revenue Officer you will be accountable for:ResponsibilitiesGo-to-market strategy - prioritize sectors and markets, identify organisational gaps and lead hiring to close themPlanning - challenge individual teams to develop appropriate, ambitious but sustainable execution plans and metrics with cascading goals and targetsExecution - review relevant data and correct course where needed on a monthly, quarterly, and annual basisSponsorship - support leaders to close large ($10M+ ARR) deals with global-10k enterprises and large, complex, global tech sector partnersInsight - capture and share patterns, issues, and insights from customers and partners to broaden commercial awareness within CanonicalStaffing - supervise the Canonical recruitment, selection and onboarding processes in your organisationProductivity - design and lead career and skills development together with continuous improvement in your organisationCulture - select for, and invest in, transparent communications, accountability trust, and the work ethic needed for successInspirational leadership - demonstrate and cultivate passion for Canonical's mission, for customers and the marketRevenue organizationDirect enterprise sales: The VP Enterprise Sales will report to the CRO.Set high expectations of sales ability, readiness, performance and resultsHire sales leaders, and set expectations for hiring effectiveness and results in the orgWork with sales leaders to build annual targets and plans by region, sector and productEnsure accurate reporting and status on prospects and opportunitiesReview progress, metrics and results on a weekly, monthly and quarterly basisLead for high quality customer engagement and commitment to customer delightAlliances, channels and partnerships: Our VP Alliances will report to the CRO. This lead drives our strategy and execution in regard to:ISVs who embed Ubuntu and Canonical open sourceIHVs (Dell, HP, Lenovo etc) who certify and preinstall Ubuntu and deliver solutionsSilicon providers (Intel, Nvidia, Qualcomm, Mediatek etc) who optimise open source for their new offeringsCloud partners and customers who build ecosystems, products and communities based on UbuntuVAR, GSI and distribution partnershipsSector go-to-market: Currently, sector GTM leads report to the VP Alliances, but the overall sector strategy and execution will be a CRO responsibility. We are building expertise in telco, finance, automotive, energy, retail and health sectors and will expand sector-specific investments to speak directly to customer need and trends.Field engineering: Our VP Field Engineering will report to the CRO. 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: Our Head of Customer Success will report to the CRO. This is a new organisation but has already made significant progress in establishing processes and relationships; we expect to grow this capability as we expand our portfolio and move deeper into solution sales.Potentially, revenue operations: Our Head of Revenue Operations will report to either the COO or the CRO. In this organisation we:Ensure correct reporting of pipeline and progressEnsure contracting processes and terms meet agreed standardsAgree variances through commercial reviews with company leadershipRecognise and reward salespeople and leaders with MBO goals and compensation plansRequired experienceUniversity degree, preferably in CS or STEM with additional business disciplines or degreesProgressive operational and leadership experience in high growth, recurring revenue, and global technology firmExperience leading a sales, partnership or field engineering organization to maturity and world class performanceExperience and deep insights into the enterprise software and infrastructure marketsAdditional skills and experience we valueSoftware engineering and architecture experience or skillsSoftware industry insights on trends, strategy and competitionInsight into open source history, dynamics, strategy and competitionWhat we offer youWe consider geographical location, experience, and performance in 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 annual bonus. 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 sprints in personPersonal learning and development budget of USD 2,000 per yearAnnual compensation reviewRecognition rewardsAnnual holiday leaveMaternity and paternity leaveEmployee Assistance ProgrammeOpportunity to travel to new locations to meet colleaguesPriority Pass, and travel upgrades for long haul company eventsCanonical is an equal opportunity employerWe are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. xpwpeyx Whatever your identity, we will give your application fair consideration.Job detailsSeniority level: ExecutiveEmployment type: Full-timeJob function: Marketing and SalesIndustries: Software Development#J-18808-Ljbffr