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 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 + colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution.
The company is founder-led, profitable, and growing.
Canonical is hiring exceptional Sales Operations leaders and experienced analysts to grow and manage our global direct, alliance, channel partner and online sales. Our Sales Operations teams analyze and drive interventions to maximize net customer retention, and lead robust, repeatable processes to plan, manage and deliver revenue.
You will partner with Canonical’s executive team across sales, business development, customer success, marketing, product management, commercial systems, delivery, finance and legal and provide a focal point to drive improvements. This position requires leadership, initiative and an analytical approach, a keen eye for detail and the ability to drive continuous improvements in processes, systems, governance and data quality. People that thrive in these roles are proactive problem solvers who are passionate about the opportunity to partner with sales leadership, our role in the technology industry bringing open source to a wider audience of innovators and enterprises, and the opportunity to design and drive programs in support of Canonical's continued success.
Location: These roles will be based remotely in the EMEA, Americas regions.
The role entails
1. Delivering precise, scalable revenue operations for business through direct, indirect or online channels
2. Leading and developing a team of revenue operations analysts in developing policies, driving processes and providing daily operational support and enablement to sales teams and partners
3. Driving Sales Engagement, Training/Enablement/Data Enrichment, Customer Relationship Management, Configure Price Quote, Analytics and Commissions
4. Instrumenting, measuring and improving policies and processes across teams covering the entire revenue operations spectrum
5. Delivering metrics and reporting to monitor and improve revenue operations effectiveness, including new leads, pipeline, velocity, sales productivity and renewals.
6. Using data to drive insight, manage territories and channels, improve productivity, and agree and implement actionable change with executive management through regular sales and business reviews.
7. Overseeing our sales technology and processes, driving automation and process improvements and partnering with our commercial systems engineering team to continuously improve business systems and integration
8. Leading the introduction of new products, pricing, packaging and bundling through systems that are easy for sales and partners to navigate and quote
9. Driving data quality, through order processing, new hire training, process documentation, reporting and data cleansing
10. Leading and enhancing our commercial review process for evaluating and steering sales and alliance opportunities
11. Owning the commission plan and leading the process for setting goals, evaluating and paying against that plan
What we are looking for in you
12. Experience operating in a leadership Revenue Operations role, driving effectiveness of direct, channel and alliance partnerships
13. Data-driven and analytical approach with a high attention to detail
14. Track record of providing insight through robust CRM and other Revenue Operations technology platforms, data, analytics, compensation systems and processes to deliver excellent revenue operations
15. An energetic, thoughtful, systematic approach, a problem solver with skill in measuring, identifying and delivering systems and processes that ensure repeatable, scalable outcomes
16. Comfort with commercial pressure, and the ability to put revenue teams under appropriate performance pressure
17. Organisational skills and the ability to interact and work with stakeholders within all levels of the organisation
18. Exceptional academic track record from both high school and university
19. Undergraduate degree in a related field, preferably in Science, Technology, Engineering, Mathematics or Economics, or a compelling narrative about your alternative path
20. Strong communication, interpersonal, negotiation and influencing skills
21. Professional written and spoken English with excellent presentation skills
22. Ability to travel internationally up to four times a year for company events up to two weeks long
Nice-to-have skills
23. Experience gained within a similar, technology subscription-based business
24. Deep understanding of working in a global, multicultural organization including driving a team based remotely in multiple time zones
25. Experience in mentoring and coaching team members on technical and soft skills, directly contributing to their professional development and performance improvement.
What Canonical offers
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 or commission. 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.
26. Distributed work environment with twice-yearly team sprints in person
27. Personal learning and development budget of USD 2, per year
28. Annual compensation review
29. Recognition rewards
30. Annual holiday leave
31. Maternity and paternity leave
32. Employee Assistance Programme
33. Opportunity to travel to new locations to meet colleagues
34. Priority Pass, and travel upgrades for long haul company events