GTM Strategy & Operations Lead, Americas

Canva; San Francisco (CA); On-site; USD 212,000 - 280,000; Full time

Benefits offered by this job

Equity packages

Health benefits plans

401(k) retirement plan

Inclusive parental leave policy

Annual Vibe & Thrive allowance

Flexible leave options

Job summary

Canva is hiring a GTM Strategy & Operations Lead for the Americas in San Francisco. This hybrid role partners with Sales, Customer Success and Finance to shape regional GTM strategy, forecast, and performance reviews, helping leadership make data-driven decisions and scale the business.

You’ll own regional planning, drive cadence, build analytics, and collaborate cross-functionally to evolve the AMER go-to-market model while balancing speed and governance.

Qualifications

• 7+ years in Sales Strategy, Sales Operations, Revenue Operations, or GTM Strategy in a high-growth B2B SaaS.
• Proven ability to act as a strategic thought partner to senior Sales or Revenue leaders and translate insights into action.
• Experience with annual planning, territory and capacity planning, segmentation, account coverage, productivity modeling, and investment cases.
• Deep experience with forecasting, pipeline health, scenario modeling, conversion, coverage, capacity, and attainment.
• Advanced Excel/Google Sheets capabilities; SQL is strongly preferred.
• Strong business judgment; balance operational rigor with governance and speed.
• Influence: able to communicate across teams without direct authority.
• Hands-on: comfortable moving between strategy and execution.

Responsibilities

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

Skills

Strategic thinking

Analytical thinking

Leadership partnership

Planning and design

Forecasting

Analytics

Business judgment

Influence

Hands-on

Tools

Excel/Google Sheets

SQL

Job description

GTM Strategy & Operations Lead, Americas

• Full-time
• Recruitment type: Permanent

Join the team redefining how the world experiences design.

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!

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.

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