Deals Lead, Large Customer Sales

Businesses of all shapes and sizes rely on Google’s unparalleled advertising solutions to help them grow in today's dynamic marketing environment. You bring a passion for sales, knowledge of online media, and commitment to maximize customer success. You act like an owner, move with velocity through change, finding innovative and strategic ways to consistently deliver extraordinary and incremental outcomes for both Google and your customers. You build trusted relationships with customers, uncovering their business needs and translating them into powerful solutions to achieve their most ambitious goals. You achieve as a team with sellers, shape the future of advertising in the AI-era, and make a real impact on the millions of companies and billions of users that trust Google with their most important goals.

As the Deals Lead for Southeast Asia (SEA), you will shape and execute the commercial strategy for advertising deals and incentive programs across seven dynamic sub-markets. Operating within the Large Customer Sales (LCS) organization, you will drive revenue growth, enhance market competitiveness, and cultivate strategic partnerships with enterprise advertisers and agency networks.

Navigating a fragmented, incentive-sensitive region with lean direct support, you will autonomously manage high-volume deal portfolios, incentive frameworks, and exception approvals while aligning cross-functional partners across Sales, GTM, Finance, Legal, and Product.

As the principal commercial advisor for SEA, you will innovate deal structures to address competitive dynamics and accelerate strategic priorities like YouTube. You will bridge global frameworks with local market realities, lead complex negotiations, simplify tools for local sellers, and establish clear engagement models with regional teams to drive sustained business impact.

Google's Large Customer Sales (LCS) teams are strategic partners and industry thought leaders to the world's leading brands and agencies. We continuously challenge how customers think about their business and how Google can support growth. We focus on helping these players navigate profound industry shifts and drive outsized business performance by competitively selling Google's full suite of advertising solutions across Search, YouTube, Measurement, and more. As a member of our LCS team, you'll have the unique opportunity to sell at the forefront of technology, collaborating with executives, influencing market-shaping strategies, and delivering tangible results that significantly impact major global businesses and drive the growth of Google.

• Define and execute the Southeast Asia commercial deals strategy across 7+ sub-markets, aligning with APAC priorities to accelerate revenue, product adoption, and market share.
• Design, launch, and manage scalable deal frameworks and incentive programs (e.g., VIP, MTP, Principal Trading) across Agency and Advertiser segments.
• Lead high-value, complex commercial negotiations for key regional and global accounts, serving as the primary commercial advisor to sales leadership.
• Optimize regional deal budgets, drive innovative contract structures in strategic growth areas like YouTube, and advocate for SEA market needs to APAC/Global leadership.
• Oversee end-to-end deal operations, pipeline analytics, governance, and sales enablement across 200+ cross-functional stakeholders including Sales, Finance, and Legal.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
  
• 8 years of experience in commercial strategy, deal-making, sales leadership, or business development.
• Experience working within the digital advertising, media, or technology industries.

Preferred qualifications:

• Experience working with digital advertising platforms (including YouTube), media agency trading mechanics, structured incentive frameworks, and internal governance workflows.
• In-depth commercial experience across Southeast Asian markets, with a strong grasp of local business practices and competitive dynamics.
• Demonstrated ability to manage high-volume deal pipelines autonomously within fast-paced, ambiguous environments.
• Exceptional stakeholder management and influencing skills across matrixed, cross-functional regional teams.
• Excellent communication, executive presentation, and high-stakes negotiation skills.
• Strong analytical, problem-solving, and financial modeling capabilities.