CHIEF REVENUE OFFICER

About Company:

Canonical - We deliver open source to the world faster, more securely, and more cost-effectively than any other company. We develop Ubuntu, the world’s most popular enterprise Linux from cloud to edge, together with a passionate global community of 200,000 contributors. Ubuntu means 'humanity to others. We chose it because it embodies the generosity at the heart of open source, the new normal for platforms and innovation. Together with a community of 200,000, we publish an operating system that runs from the tiny connected devices up to the world's biggest mainframes, the platform that everybody uses on the public cloud, and the workstation experience of the world's most productive developers. Secure and reliable, elegant and intuitive, and open for innovation - Ubuntu is the future of open source, which is why it's the fastest-growing Linux in the world despite already being the most widely deployed.

We are recruiting to fill the position below

Job Description:

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 them
• Planning - challenge individual teams to develop appropriate, ambitious but sustainable execution plans and metrics with cascading goals and targets
• Execution - review relevant data and correct course where needed on a monthly, quarterly, and annual basis
• Sponsorship - support leaders to close large ($10M+ ARR) deals with global-10k enterprises and large, complex, global tech sector partners
• Insight - capture and share patterns, issues, and insights from customers and partners to broaden commercial awareness within Canonical
• Staffing - supervise the Canonical recruitment, selection and onboarding processes in your organisation
• Productivity - design and lead career and skills development together with continuous improvement in your organisation
• Culture - select for, and invest in, transparent communications, accountability trust, and the work ethic needed for success
• Inspirational leadership - demonstrate and cultivate passion for Canonical’s mission, for customers and the market

The successful candidate will lead our revenue organization, consisting of:
Direct enterprise sales:
The VP Enterprise Sales will report to the CRO.

• Set high expectations of sales ability, readiness, performance and results
• Hire sales leaders, and set expectations for hiring effectiveness and results in the org
• Work with sales leaders to build annual targets and plans by region, sector and product
• Ensure accurate reporting and status on prospects and opportunities
• Review progress, metrics and results on a weekly, monthly and quarterly basis
• Lead for high quality customer engagement and commitment to customer delight

Alliances, 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 source
• IHVs (Dell, HP, Lenovo etc) who certify and preinstall Ubuntu and deliver solutions
• Silicon providers (Intel, Nvidia, Qualcomm, Mediatek etc) who optimise open source for their new offerings
• Cloud partners and customers who build ecosystems, products and communities based on Ubuntu
• VAR, GSI and distribution partnerships

Sector Go-To-Market:

• Currently, 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.
• We are currently building out expertise and leadership in the telco, finance, automotive, energy, retail and health sectors; we expect to expand sector specific investments significantly 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. 
• They have served as an effective way to accelerate customer adoption and confidence as Ubuntu and our open source solutions displace incumbent providers.

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 ("sales ops"):
Our Head of Revenue Operations will report to either the COO or the CRO. In this organisation we:

• Ensure correct reporting of pipeline and progress
• Ensure contracting processes and terms meet agreed standards
• Agree variances through commercial reviews with company leadership
• Recognise and reward salespeople and leaders with MBO goals and compensation plans.

Requirements:

• University Degree, preferably in CS or STEM with additional business disciplines or Degrees.
• Progressive operational and leadership experience in high growth, recurring revenue, and global technology firm.
• Experience leading a sales, partnership or field engineering organization to maturity and 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
We 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 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 Programme
• Opportunity to travel to new locations to meet colleagues
• Priority Pass, and travel upgrades for long haul company events.

Salary

Application Closing Date: Not specified

Application Instructions:

CLICK ON THE LINK BELOW TO APPLY