Largest APAC Deal

This use case highlights how a value-led sales approach enabled the largest enterprise deal in APAC office history for Carta, within a highly competitive and complex buying environment.

At the time, Carta was expanding its enterprise footprint across APAC, selling into organisations with sophisticated legal, finance, and governance requirements. While the product was strong, enterprise buyers struggled to connect individual features to strategic outcomes across compliance, scale, and long-term risk management.

I led the commercial strategy for this opportunity, focusing on making value visible early and consistently across a broad stakeholder group. Rather than anchoring conversations on product modules, we aligned discussions around executive priorities and long-term business outcomes.

This included:

• Mapping value pillars to CFO, legal, and executive stakeholders

• Aligning success measures to governance, operational scale, and future readiness

• Structuring executive conversations around risk reduction, confidence, and strategic optionality

• Maintaining clarity and momentum through a disciplined, value-led deal process

The result was strong executive alignment, reduced deal friction, and a shared understanding of success across regions and functions, supporting the client's aggressive growth strategy.

The engagement closed as the largest deal in APAC office history for Carta, establishing a benchmark for future enterprise deals in the region and reinforcing the importance of value discipline in complex SaaS sales environments.