GTM Strategy & Operations Lead, Americas

Job Description

• Join the team redefining how the world experiences design.
• Hey, g'day, mabuhay, kia ora, 你好, hallo, vítejte!
• Thanks for stopping by. We know job hunting can be a little time consuming and you're probably keen to find out what's on offer, so we'll get straight to the point.

Where and how you can work

• Our flagship office is in Sydney, Australia, but we've made our way from down under, to a hub in San Francisco, which is now home to our US operations.
• We offer flexibility in how and where you work.
• We trust our Canvanauts to choose the balance that empowers them and their team to achieve their goals.
• This is a hybrid role in San Francisco, so you must be able to commute to our office 1-2 times a week.

About the Team

• This role sits within Canva's GTM Operations team, which partners with Sales, Customer Success, Partnerships, Finance, Revenue Systems, and Data to build the operating system behind Canva's B2B growth.
• You'll report to the Head of GTM Operations and work closely with the Head of AMER Sales and the wider global GTM Operations team.
• We are a practical, high-impact team that combines strategic thinking with hands-on execution, helping Revenue leaders make better decisions, remove friction, and scale the business with clarity and discipline.

About the Role

• As the strategic business partner to the Head of AMER Sales, you'll help shape how Canva grows across the Americas.
• You'll connect commercial strategy with disciplined execution, bringing the insight, planning, and cross-functional alignment needed to help the business scale.
• This is a high-impact, hands-on role for someone who can move comfortably between strategy and detail, challenge assumptions, and help Sales leaders make faster, better-informed decisions.

What you'll do

• Strategic business partnership: Serve as the primary strategic partner to the Head of AMER Sales, supporting regional planning, execution, and decision-making.
• Forecasting & performance management: Own the AMER forecasting and performance-management rhythm, including forecast rollups, risk assessment, scenario modeling, executive readouts, and action follow-through.
• Business cadences: Lead core operating cadences, including pipeline inspections, deal reviews, QBRs, and performance reviews in partnership with AMER Sales leadership.
• Performance visibility: Build repeatable views of AMER performance across bookings, pipeline, conversion, coverage, capacity, productivity, attainment, and key growth initiatives.
• Performance diagnosis: Diagnose trends across segments, markets, customer motions, products, and routes to market, translating data into clear recommendations for leaders.
• Planning & resource allocation: Lead AMER inputs into annual and in-year planning, including headcount, capacity, territory and segmentation design, account assignment, productivity assumptions, and investment cases.
• Cross-functional partnership: Partner with Finance, central GTM Operations, Revenue Systems, and Data to represent AMER in company planning and ensure trusted data for decision-making.
• GTM efficiency: Identify structural opportunities to improve pipeline quality, deal velocity, coverage, efficiency, and predictability across the AMER sales motion.
• GTM model evolution: Help evolve the AMER go-to-market model as the business scales, including the right balance of direct, Customer Success, partner, and reseller motions.
• Global-to-regional execution: Bring regional insight into global GTM design while driving adoption of global commercial policies, processes, and standards.
• Executive advisory: Act as a trusted advisor to AMER Sales leaders, balancing operational rigor, commercial pragmatism, and speed.
• Executive communication: Translate complex data into clear narratives, insights, and recommendations for senior stakeholders.

What we're looking for

• You're a strategic, analytical thinker who knows how to turn complexity into clarity. You are equally comfortable advising senior Sales leaders and rolling up your sleeves to dig into a forecast, pressure-test a pipeline, or build a model from scratch.
• You understand what it takes to build a predictable, scalable sales motion.
• You can spot risk early, identify the levers that will improve performance, and turn insight into a clear story and action plan.
• You thrive in complex, fast-moving environments and enjoy bringing structure to ambiguity without adding unnecessary process.
• Most importantly, you are a trusted partner who combines analytical depth with strong business judgment and a practical, people-first approach. You are energized by helping teams operate better and building systems that scale as the business grows.

• Experience: 7+ years in Sales Strategy, Sales Operations, Revenue Operations, or GTM Strategy, ideally in a high-growth B2B SaaS environment.
• Leadership partnership: Proven ability to act as a strategic thought partner to senior Sales or Revenue leaders and translate insights into action.
• Planning and commercial design: Experience with annual planning, territory and capacity planning, segmentation, account coverage, productivity modeling, and investment cases.
• Forecasting and performance management: Deep experience with forecasting, pipeline health, scenario modeling, conversion, coverage, capacity, and attainment.
• Analytics: Exceptional analytical and modeling skills, with advanced Excel/Google Sheets capabilities; SQL is strongly preferred.
• Business judgment: Strong instincts for balancing operational rigor, governance, and speed, with the ability to distinguish symptoms from root causes.
• Influence: Clear, confident communicator who can influence across Sales, Customer Success, Finance, GTM Operations, Revenue Systems, and Data without direct authority.
• Hands-on: Energized by ambiguity and comfortable moving between high-level strategy and hands-on execution.

What's in it for you?

• Achieving our crazy big goals motivates us to work hard - and we do - but you'll also experience lots of moments of magic, connectivity, and fun woven throughout life at Canva. We also offer a range of benefits designed to set you up for success, both in and outside of work.
• Here's a taste of what's on offer:

• Equity packages — we want our success to be yours too
• Health benefits plans to support you and your wellbeing
• 401(k) retirement plan with company contribution
• Inclusive parental leave policy that supports all parents and carers
• Annual Vibe & Thrive allowance to support your wellbeing, social connection, office setup, and more
• Flexible leave options that empower you to be a force for good, take time to recharge, and support you personally

Other stuff to know

• We make hiring decisions based on your experience, skills, merit and business needs, in compliance with applicable local laws.
• We celebrate all types of skills and backgrounds at Canva so even if you don't feel like your skills quite match what's listed above - we still want to hear from you!
• When you apply, please tell us the pronouns you use and any reasonable adjustments you may need during the interview process. Please note that interviews are conducted virtually.
• Check out lifeatcanva.com for more info.
• At Canva we value fairness, and we strive to provide competitive, market-informed compensation whilst ensuring internal equity within the team in each region.
• We make hiring decisions based on your skills, experience and our overall assessment of what we observed and learnt in the hiring process.
• The target salary range for this position is $212,000 to $280,000.
• When calculating offers, we make salary decisions based on market data and candidates' skills and experience.