Chief Revenue Officer

Join to apply for the Chief Revenue Officer role at CanonicalCanonical 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.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.Success in this role depends on both operational and inspirational leadership. We see the role as program, process and metric oriented, with leadership and charisma being necessary but not sufficient.Perhaps unusually we are looking for a leader who is insightful and passionate about the impact of open source in the world.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 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 marketThe successful candidate will lead our revenue organisation, consisting of:Direct enterprise salesSet 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 partnershipsISVs 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-marketCurrently, 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 engineeringOur 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 successOur 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 ("sales ops")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 experience:University 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 youDistributed 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. #J-18808-Ljbffr