Chief Revenue Officer

Join to apply for the Chief Revenue Officer role at Canonical Canonical 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 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 organisation, consisting of: Direct enterprise sales 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 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. Field engineering 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 ("sales ops") 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 Required experience: 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 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 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. J-18808-Ljbffr

Location: Madrid, Comunidad de Madrid, ES

Posted Date: 11/20/2025