Sales Operations Analyst

Canonical is hiring exceptional Revenue Operations leaders and experienced analysts to grow and manage our global direct, alliance, channel partner and online sales. Our Revenue Operations teams analyze and drive interventions to maximize net customer retention, and lead robust, repeatable processes to plan, manage and deliver revenue.

Location

These roles will be based remotely in the EMEA region.

Role Overview

Partner with Canonicals executive team across sales, business development, customer success, marketing, product management, commercial systems, delivery, finance and legal 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. The ideal candidate is a proactive problem solver passionate about partnering with sales leadership, designing and driving programs in support of Canonicals continued success.

Responsibilities

• Deliver precise, scalable revenue operations for business through direct, indirect or online channels.
• Lead and develop a team of revenue operations analysts in developing policies, 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 policies and processes across teams covering 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 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 sales technology and processes, drive automation and process improvements, and partner with 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 the 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.

Qualifications

• Experience operating in a leadership Revenue Operations role, driving effectiveness of direct, channel and alliance partnerships.
• Data‑driven and analytical approach with high attention to detail.
• 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.
• Energetic, thoughtful, systematic approach, a problem solver with 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.
• Exceptional academic track record from both high school and university.
• Undergraduate degree in a related field, preferably in Science, Technology, Engineering, Mathematics or Economics, or a compelling narrative about your alternative path.
• Strong communication, interpersonal, negotiation and influencing skills.
• Professional written and spoken English with excellent presentation skills.
• Ability to travel internationally up to four times a year for company events up to two weeks long.

Nice‑to‑have Skills

• Experience within a similar, technology subscription‑based business.
• Deep understanding of working in a global, multicultural organization including driving a team based remotely in multiple time zones.
• Experience in mentoring and coaching team members on technical and soft skills, directly contributing to their professional development and performance improvement.

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.

About Canonical

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 of software. Canonical recruits on a global basis and maintains a high standard for people joining the company. We expect excellence – to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home 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.

Equal Opportunity Employer

Canonical is an equal opportunity employer. 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.

Company Tags

• Seniority Level: Mid‑Senior level
• Employment type: Full‑time
• Job function: Business Development and Sales
• Industries: Software Development