Head of Mid-Market & SMB Sales - North America

• Full-time
• Recruitment type: Permanent

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 campus is in Sydney. We also have a campus in Austin, Texas and San Francisco, California. But you have choice in where and how you work. That means if you want to do your thing in the office (if you're near one), at home or a bit of both, it's up to you.

About the Group

We are building a team of A-player sellers focused on creating value for our customers. The value we create with Canva Enterprise in the content and design lifecycle is massive. Our cross-functional team is global and well rounded, and supports a business that is multi-faceted. With over 260M monthly active users who love to use Canva, we are lucky to have a nearly unlimited pipeline of opportunities. Our sellers have a clear career path, from BDR to SMB all the way up to Strategic sales. And we’re supported by a talented team of product marketers and enablement professionals who partner with us to ensure we’re equipped to win. In short, this team is built for and ready to scale.

About the Role

SMB and Mid Market are Canva's highest-PMF segments. There are thousands of US businesses still stuck on inferior products, and we've just started building the tools to serve them at scale. We’re building Canva Grow, which is custom built for SMB and Mid Market companies. The market is waiting.

You'll be the person who builds the team and motion to capture it.

What you’d be doing in this role

As Canva scales, change continues to be part of our DNA. But we like to think that's all part of the fun. So this will give you the flavor of the type of things you'll be working on when you start, but this will likely evolve.

At the moment, this role is focused on:

• Revenue growth: rapidly grow Canva Enterprise in the North America region, amongst a team of MidMarket and SMB AEs, to help hit the company’s overall Enterprise revenue targets

• Customer enthusiasm: extend Canva’s tradition of high customer satisfaction across teams and continue to prioritize user feedback and excitement as the Canva Enterprise business accelerates

• Best-in-class processes, practices, and efficiency: create, educate and refine the team practices, sales playbooks, and KPIs needed for operating as a top SaaS business (including but not limited to): pipeline development, conversion rates, forecasting, hiring, performance management, enablement, training, partnerships, and cross-functional collaboration

• Hire, motivate, develop and retain top talent: build a team of A-players and raise the talent bar for the organization

• Build great partnerships: come together with an exceptional sales development and operations team alongside the product and marketing dream team ensuring we are offering an exceptional experience for Enterprise customers!

• Tools we use: Gong, Salesforce, Ironclad, etc

• Join the team redefining how the world experiences design.

Goals you’ll achieve

Grow the business

• Own the number across Mid Market and SMB in the US

• Spot where we're winning, where we're not, and move fast on both

• Partner closely with Marketing, Product, and Partnerships to unlock new opportunities

Build an amazing team

• Recruit and develop the best sales talent in the market

• Build world-class training and enablement programs

• Create a culture where the best people want to stay and grow

• Promote from within, your team feeds talent up the entire sales org

Drive the strategy

• Help shape how we go to market in our highest-PMF segments

• Lead the launch of Canva Grow into SMB and MM

• Turn thousands of US businesses away from inferior tools and onto Canva

You're probably a match if

• We’re looking for someone who thrives in a fast-paced, dynamic environment and is passionate about empowering customers to succeed with Canva. You’re a problem solver who loves to dig into product details, communicate effectively with diverse stakeholders, and find creative solutions to challenges. You’re independent, organized, and know how to prioritize effectively to overcome obstacles and keep things moving forward.

• You have an eye for talent. You know how to find great people, hire them, and keep them. You've built teams that outlast you.

• You're a builder. You've taken something early-stage and made it great. You know what good looks like and you're not satisfied until you get there.

• You use data to lead. You make decisions from the numbers, not gut alone. You know your pipeline, your conversion rates, your ramp times.

• You motivate people to do hard things. You set the bar high and you help your team clear it. The hard work gets done because the team is inspired to do it.

• You've done this before. You've led SMB and/or Mid Market sales teams at scale. You understand the motion, the pace, and the volume.

• Proven winner: You have a minimum 7 years proven success managing individual sellers in a market-leading SaaS business. 

• Natural leader: You are able to attract, motivate, and manage A+ talent to deliver strong results.

• Focused manager: You have the ability to prioritize focus of effort and inquiry with an eye to business impact / outcomes.

• Clear thinker and communicator: You have the ability to communicate complex concepts and insights concisely and with actionable so-what.

• Self starter: You are an Independent / self-starter who is accessible, approachable, collaborative and willing to roll up your sleeves.

• Action oriented: You thrive in a fast-paced environment with a bias towards immediate actions and results.

• Humble: You have a humility and willingness to question one’s own assumptions / desire to constantly improve.

• Know your business: You have experience and are comfortable forecasting deals from 0-100 on a weekly basis.

What's in it for you?

Achieving our crazy big goals motivates us to work hard - and we do - but you'll experience lots of moments of magic, connectivity and fun woven throughout life at Canva, too. We also offer a stack of benefits to set you up for every success in and outside of work.

Here's a taste of what's on offer:

• Equity packages - we want our success to be yours too

• Inclusive parental leave policy that supports all parents & carers

• An annual Vibe & Thrive allowance to support your wellbeing, social connection, office setup & more

• Flexible leave options that empower you to be a force for good, take time to recharge and supports you personally

Check out lifeatcanva.com for more info.

Other stuff to know

We make hiring decisions based on your experience, skills and passion, as well as how you can enhance Canva and our culture. When you apply, please tell us the pronouns you use and any reasonable adjustments you may need during the interview process.

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