Business Development Representative

About Canonical

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. As the company behind Ubuntu—the fastest-growing Linux distribution and the #1 OS in the cloud—Canonical powers breakthrough enterprise initiatives including public cloud, data science, AI, engineering innovation, and IoT. The company serves world-leading public cloud and silicon providers across multiple industries globally.

Canonical is founder-led, profitable, and growing, with a pioneering distributed workforce of 1,200+ colleagues across 75+ countries. The organization is remote-first, with teams meeting 2–4 times yearly in person at strategic locations worldwide to align on strategy and execution.

The Role: Business Development Representative

Canonical's sales development organization is recognized as the best technology sales academy in the market. We seek exceptional and ambitious candidates who are organized, persistent, charismatic, and hard-working. You'll thrive in this role if you're genuinely interested in technology and its business implications.

As a Business Development Representative, you'll collaborate with a regional sales and marketing team to identify customer projects aligned with our product lines and build Canonical's reputation across multiple industries and geographies.

Key Responsibilities

• Execute outbound sales and marketing campaigns to generate qualified pipeline growth
• Research prospective customers and market trends to identify high-quality opportunities
• Generate high-quality leads for Senior Sellers, fueling a multi-million dollar pipeline
• Own and close SMB opportunities within your designated territory
• Collaborate across multiple teams and senior stakeholders to drive measurable results
• Help define processes and policies for continuous team improvement
• Travel to industry events and conferences worldwide, presenting at booths and driving face-to-face marketing and sales opportunities

What We're Looking For

• Demonstrated success in SDR or outbound sales roles, with a proven track record of exceeding annual quotas
• Experience navigating prospective accounts from mid-level to senior executive levels to identify new customer opportunities
• Background in enterprise software or technology sales, with understanding of complex sales cycles
• Strong communication skills and ability to build relationships across diverse stakeholder groups
• Self-motivation and ability to work effectively in a distributed, remote-first environment
• Interest in open source, cloud computing, AI, or related technology domains

Why Join Canonical?

You'll join a profitable, founder-led company that values global collaboration and distributed work. Canonical invests in its people, offering competitive benefits, professional development through its renowned sales academy, and the opportunity to work with cutting-edge technology shaping the future of cloud, AI, and enterprise infrastructure. Partner with industry leaders like Google, Amazon, IBM, and Microsoft while building your career in a transparent, merit-based organization.

💰 Compensation not publicly listed. Market estimate for similar roles: from $80K, varying by experience and location.