Enterprise Account Executive, Asana

• This role is ideal for someone who knows the IT buyer thrives in ambiguity, loves building from the ground up, and is energized by the chance to shape a new market category at Asana
• Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making
• 5–8 years of sales experience, with at least 3+ years selling to IT buyers (IT Operations, Infrastructure, Service Delivery, IT Leadership) in a B2B SaaS environment
• Deep understanding of the IT persona, including familiarity with IT organizational structures, common pain points, and the technology ecosystem IT teams operate within
• Proven ability to navigate complex, multi-stakeholder sales cycles involving IT, HR, Facilities, and other service-oriented functions
• Track record of quota achievement and consistent pipeline generation in a hunter or hybrid sales role
• Experience with early-stage or incubation sales motions is a strong plus—you’re comfortable with iteration, experimentation, and learning in real time
• Excellent discovery and consultative selling skills—you dig deep to understand customer workflows, challenges, and desired outcomes before jumping to solutions
• Strong collaboration skills—you work seamlessly with AEs, CSMs, and cross-functional partners to drive customer outcomes and revenue growth
• Intellectual curiosity and growth mindset—you actively seek to understand emerging trends in IT service management, employee experience, and AI-driven automation
• Exceptional communication skills, both written and verbal, with the ability to tailor messaging to technical and executive audiences
• Practical experience in executing and maintaining a repeatable sales process such as Sandler, MEDDIC, or Challenger
• Familiarity with the IT technology landscape is highly valued, including awareness of tools in categories like ITSM, ESM, service desk, ticketing platforms, knowledge management, and workflow automation

Desirable

• We're seeking a driven, entrepreneurial Account Executive to join a newly formed team bringing Asana's platform to IT and service teams
• This is a unique opportunity to be at the ground floor of an emerging go-to-market motion, working as part of a dedicated team to build repeatable sales plays that will scale across Asana's field organization
• You will be an extended part of the product General Manager's team, helping to bring customer feedback to the product team and design the product and pricing strategy
• You'll be starting conversations with IT leaders, service delivery teams, and cross-functional stakeholders who are looking to modernize how they coordinate work, deflect repetitive requests, and deliver exceptional employee experiences
• This role requires both a hunter mentality and collaborative partnership—you'll prospect into net-new accounts while working seamlessly alongside Asana's existing Account Executives and Customer Success Managers to uncover expansion opportunities within our current customer base
• Own the full sales cycle for IT and service team buyers within mid-market accounts (300–2,000 employees), from prospecting through close
• Build and maintain a healthy pipeline through outbound prospecting and inbound lead qualification
• Partner closely with existing Asana AEs and CSMs to identify expansion opportunities within accounts that already use Asana for other teams
• Become a trusted advisor to IT leaders (CIOs, VPs of IT, IT Directors, Service Delivery Managers) by understanding their operational challenges, strategic priorities, and technology landscape
• Translate customer pain points into compelling value narratives that resonate with IT and service team personas
• Collaborate cross-functionally with Product Marketing, Product Management, Sales Engineering, and Customer Success to refine positioning, surface product feedback, and ensure customer success post-sale
• Develop and execute territory plans targeting high-propensity accounts based on firmographics, technographics, and account intelligence
• Document learnings and contribute to playbook development to enable the broader sales organization as this motion scales
• Champion Asana's expansion into new departments and use cases, positioning the platform as a strategic solution for IT and service delivery organizations
• This is a highly visible, strategic role within Asana's go-to-market organization. You'll work closely with sales leadership, product marketing, and product management to shape how Asana brings our platform to IT and service teams
• You'll have the autonomy to test new approaches, the support of a dedicated incubation team, and the opportunity to directly influence product roadmap and GTM strategy