Strategic Deal Desk Manager – APJ
Canva
full-time
Posted on:
Location Type: Remote
Location: Australia
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About the role
- Act as a strategic partner to Sales leadership in shaping deal strategies that drive growth, customer success, and scalable outcomes across APJ.
- Lead structuring and pricing for complex and non-standard deals , balancing commercial creativity with compliance to revenue recognition, policy, and financial guidelines.
- Collaborate closely with cross-functional stakeholders (Sales, Legal, Finance, RevRec, Support, Product) to align on deal terms and resolve challenges in a scalable, solutions-oriented way.
- Serve as a subject matter expert on advanced deal structures, commercial models, and regional policy nuances; advise on partner-led motions and multi-entity contracting.
- Influence and refine global deal governance frameworks , bringing regional insights and advocating for improvements that support efficiency and scale.
- Review and approve strategic deal proposals, ensuring commercial terms are financially sound, compliant, and aligned to Canva’s strategic objectives.
- Develop and deliver training and enablement for Sales and Deal Desk on complex topics (e.g., partner-led motions, subscription/pricing strategies, multi-region contracting).
- Drive continuous improvement in deal processes and tools, helping to build a scalable Deal Desk model that can handle increasing deal volume and complexity.
Requirements
- 7–10 years’ experience in Deal Desk, Finance, Commercial Strategy, or related fields — ideally within SaaS and with regional GTM exposure
- Strong expertise in structuring complex SaaS and professional services deals , including multi-year, multi-entity, and partner-led transactions
- Hands-on experience supporting APJ go-to-market teams , with fluency in regional contracting nuances and compliance considerations
- Solid grounding in revenue recognition principles and their impact on deal design
- Strong understanding of SaaS commercial terms and conditions , including common customer negotiation points
- Clear, structured communicator who can synthesize complexity, align stakeholders, and drive decision-making in fast-moving environments
- Comfortable working across cultures and time zones, thriving in ambiguity with a bias toward action and pragmatic problem-solving
- Balance of strategic thinking and tactical execution , with the ability to shift between big-picture deal strategy and hands-on deal support
Benefits
- 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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
deal structuringpricing strategiesrevenue recognitionSaaS commercial termsmulti-entity contractingpartner-led transactionsfinancial guidelinesdeal governance frameworkssubscription strategiesdeal processes
Soft Skills
strategic thinkingtactical executionclear communicationstakeholder alignmentproblem-solvingadaptabilityinfluencetraining and enablementcollaborationdecision-making