Chief Revenue Officer

Summary

Join Canonical, a leading open-source software provider, as their Chief Revenue Officer (CRO). Reporting to the CEO, you will lead enterprise sales, sales development, partner, channel, alliance, customer success, and field engineering teams. This role demands operational and inspirational leadership, focusing on program, process, and metrics. You will be responsible for go-to-market strategy, planning, execution, sponsorship of large deals, insightful market analysis, staffing, productivity improvement, and fostering a positive team culture. Success hinges on astute planning, tactical operations, and understanding the global enterprise software market. Canonical offers a distributed work environment with twice-yearly in-person team sprints.

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

Responsibilities

• 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
• 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

Preferred Qualifications

• Software engineering and architecture experience or skills
• Software industry insights on trends, strategy and competition
• Insight into open source history, dynamics, strategy and competition

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
• Employee Assistance Programme
• Opportunity to travel to new locations to meet colleagues
• Priority Pass, and travel upgrades for long haul company events