How Canva Reinvented its Enterprise Sales Motion at $1B ARR with Aarti Raman

Product-led and sales-led growth motions aren't binary; they exist on a spectrum. In this episode of Operations , we dive into the fascinating story of Canva’s go-to-market evolution with Aarti Raman, former Global Head of Revenue Strategy and Operations. Canva, the design platform valued at over $30 billion, had already surpassed $1B in ARR through a bottom-up product-led growth model. However, their B2B Enterprise sales model required a shift. In our conversation, Aarti shares the strategy behind transitioning Canva’s Enterprise team from a sales-led to a product-led model, the complexities of implementing pricing changes at their size, and why even at their scale, you still have to argue about what a PQL is. Don’t miss this deep dive into how Canva balanced product-led adoption with human-driven enterprise sales. Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or

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How Canva Reinvented its Enterprise Sales Motion at $1B ARR with Aarti Raman is an episode from Operations with Sean Lane by Sean Lane.

This episode is 48:11 long.

This episode was published on Dec 20, 2024.

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