Business Development Representative

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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 a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office‑based roles. Teams meet two to four times yearly in person at interesting locations around the world to align on strategy and execution.

Canonical is a founder‑led, profitable, and growing remote‑first global company publishing Ubuntu and open‑source enterprise solutions for cloud, developer, IoT, and AI. In partnership with Google, Amazon, IBM and Microsoft, Canonical helps companies become more agile, productive and adopt new technologies faster. Examples of customer success include AI, Blockchain, IoT, Advanced Robotics and self‑driving cars, where Ubuntu is the preferred development platform.

Role Overview

You will collaborate with a regional sales and marketing team. Your primary objective will be to find customer projects that fit our product lines and spread the good name of Canonical across multiple industries and geographies.

Responsibilities

• Execute outbound sales & marketing campaigns.
• Research information about prospective customers and market trends.
• Generate high‑quality leads for Senior Sellers to fuel a multi‑million dollar pipeline.
• Own and close SMB opportunities within your designated territory.
• Collaborate across multiple teams and senior stakeholders to drive results.
• Help define the processes and policies for the team.
• Attend events and conferences worldwide, presenting on booths and driving face‑to‑face marketing and sales opportunities.

Qualifications

• Demonstrated success in SDR or outbound sales, with a track record of exceeding annual quotas and consistently driving qualified pipeline growth.
• Experience navigating prospective accounts from and into a senior executive level to identify new customer opportunities.
• Experience in enterprise software or technology sales.
• Exceptional academic track record from both high school and university.
• Passion for business and technology.
• Commitment to continuous learning and improvement – curious, flexible, scientific.
• Creative problem solving and cross‑team collaboration.
• Professional written, spoken English with excellent presentation skills.
• Verbal and written communication and negotiation skills.
• Result driven with an over‑achiever spirit.
• Persistence & perseverance.
• Growth mindset – people from our team develop into all departments within the sales organization (Channel, IoT, Enterprise Sales, etc).
• Ability to travel internationally twice a year for company events up to two weeks long.

Benefits

• 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.
• Team Member Assistance Program & Wellness Platform.
• Opportunity to travel to new locations to meet colleagues.
• Priority Pass and travel upgrades for long‑haul company events.

Equal Opportunity Employer

Canonical is an equal opportunity employer. We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background creates a better work environment and better products. Whatever your identity, we will give your application fair consideration.

Seniority Level

Entry level

Employment Type

Full‑time

Job Function

Sales and Business Development

Industries

Software Development