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Lead revenue operations at Canonical, driving customer retention and process improvements across direct, channel, and alliance sales. Collaborate with cross-functional teams to enhance revenue strategies and leverage technology for scalable outcomes.
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Canonical
Canonical is seeking a Revenue Operations Manager to lead their global revenue operations. The role involves driving net customer retention, leading teams of analysts, and working with various departments to improve processes. Key responsibilities include developing scalable revenue strategies, enhancing sales engagement and enablement, managing commissions, overseeing sales technology, and ensuring data quality. The ideal candidate has a strong academic background, leadership experience in similar roles, and the ability to work in a global, multicultural environment. Canonical offers competitive compensation, remote work options (EMEA time zones), learning budgets, travel opportunities, and other benefits.
Canonical has opened management positions for exceptional Revenue Operations leaders to grow our global direct, alliance, channel partner and online sales. Our Revenue Operations teams analyse and drive interventions to maximise net customer retention, and lead robust, repeatable processes to plan, manage and deliver revenue.
As a Revenue Operations Manager 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 an analytical approach, a keen eye for detail and the ability to drive process and system improvement.
Location: This role can be held remotely in EMEA time zones.
Deliver precise, scalable revenue operations for business through direct, indirect or online channels
Develop and lead a team of revenue operations analysts in driving processes and providing daily operational support and enablement to sales teams and partners
Drive Sales Engagement, Training/Enablement/Data Enrichment, Customer Relationship Management, Configure Price Quote, Analytics and Commissions
Instrument, measure and improve processes across the entire revenue operations spectrum
Deliver metrics and reporting to monitor and improve revenue operations effectiveness, including new leads, pipeline, velocity, sales productivity and renewals. Use this 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.
Oversee 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
Lead the introduction of new products, pricing, packaging and bundling through systems that are easy for sales and partners to navigate and quote
Drive data quality, through order processing, new hire training, process documentation, reporting and data cleansing
Lead and enhance our commercial review process for evaluating and steering sales and alliance opportunities
Own the commission plan and lead the process for setting goals, evaluating and paying against that plan
An exceptional academic track record from both high school and university
Undergraduate degree in a related field, or a compelling narrative about your alternative path
Drive and a track record of going above-and-beyond expectations
Experience operating in a senior leadership role, driving effectiveness of direct, channel and alliance partnerships, ideally within a similar technology subscription-based business
Track record of providing insight through robust technology platforms, data, analytics, compensation systems and processes to deliver excellent revenue operations
Deep understanding of working in a global, multicultural organisation including managing a team of direct reports remotely in different time zones
A thoughtful systematic approach, skill in measuring, identifying and delivering systems and processes that ensure repeatable, scalable outcomes
Comfort with commercial pressure, and the ability to put revenue teams under appropriate performance pressure
Organisational skills and the ability to interact and work with stakeholders within all levels of the organisation
Communication and negotiation skills to achieve buy-in to priorities from key stakeholders
Fluent in business English (written and spoken)
Willingness to travel internationally up to 4 times a year for company events
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. 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.
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 a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open source projects and the platform for AI, IoT and the cloud, we are changing the world on a daily basis. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence - in order to succeed, we need to be the best at what we do. Canonical has been a remote-first company since its inception in 2004. Working here is a step into the future, and will challenge you to think differently, work smarter, learn new skills, and raise your game.
We are proud to 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.
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