Business Development Representative

Canonical Canberra, Australian Capital Territory, Australia

Join the Business Development Representative 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 widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include leaders in public cloud and silicon providers, and industry leaders in many sectors. The company operates globally with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in locations around the world, to align on strategy and execution. Canonical is remote-first, profitable, and growing. Ubuntu is the fastest growing Linux distribution and ranks as the #1 OS in the cloud.

The role entails The role of a Business Development Representative at Canonical. You will collaborate with a regional sales and marketing team, with the primary objective to find customer projects that fit our product lines and promote Canonical across multiple industries and geographies. You will be part of a sales development organization described as a technology sales academy, selecting exceptional and ambitious candidates. You will need to be organized, persistent, charismatic, and hardworking, with an interest in tech and its business implications. You will watch our SDR team discuss their role in Canonical.

• Execute outbound sales and 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
• Travel to events and conferences worldwide, presenting on booths and driving face-to-face marketing and sales opportunities

• 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 and spoken English with excellent presentation skills
• Verbal and written communication and negotiation skills
• Result driven with an over-achiever spirit
• Persistence and perseverance
• Growth mindset – team members may develop into all departments within the sales organization
• Ability to travel internationally twice a year for company events up to two weeks long

We offer a compensation framework based on location, experience, and performance, including a base pay and performance-driven bonus or commission. Other benefits reflect our values and are designed to be fair globally.

• 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
• Travel upgrades for long-haul company events

Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, we are changing the world of software. We recruit on a global basis and set a high standard for people joining the company. Most colleagues have traditionally worked from home. Working here challenges you to think differently, work smarter, learn new skills, and raise your game.

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