Specialist Account Executive

<h2>About Us</h2> <p>Asana is a leading platform for human + AI collaboration. Millions of teams around the world rely on Asana to achieve their most important goals, faster. Asana has been named to Fortune's Best Workplaces for 7+ years and recognized by Fast Company, Forbes, and Gartner for excellence in workplace culture and innovation.</p> <p>Our sales team is focused on finding efficient paths to successful, profitable, long-term customers by building a user-driven marketing and sales engine. We act as a key voice of the customer to the product team. We help identify and overcome technical, educational, and competitive obstacles to our continued growth.</p> <h2>The Opportunity</h2> <p>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.</p> <p>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.</p> <p>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.</p> <h2>What You'll Achieve</h2> <ul> <li>Own the full sales cycle for IT and service team buyers within mid-market accounts (300–2,000 employees), from prospecting through close</li> <li>Build and maintain a healthy pipeline through outbound prospecting and inbound lead qualification</li> <li>Partner closely with existing Asana AEs and CSMs to identify expansion opportunities within accounts that already use Asana for other teams</li> <li>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</li> <li>Translate customer pain points into compelling value narratives that resonate with IT and service team personas</li> <li>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</li> <li>Develop and execute territory plans targeting high-propensity accounts based on firmographics, technographics, and account intelligence</li> <li>Document learnings and contribute to playbook development to enable the broader sales organization as this motion scales</li> <li>Champion Asana's expansion into new departments and use cases, positioning the platform as a strategic solution for IT and service delivery organizations</li> </ul> <h2>About You</h2> <h3>Required Experience &amp; Skills</h3> <ul> <li>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</li> <li>Deep understanding of the IT persona, including familiarity with IT organizational structures, common pain points, and the technology ecosystem IT teams operate within</li> <li>Proven ability to navigate complex, multi-stakeholder sales cycles involving IT, HR, Facilities, and other service-oriented functions</li> <li>Track record of quota achievement and consistent pipeline generation in a hunter or hybrid sales role</li> <li>Experience with early-stage or incubation sales motions is a strong plus—you’re comfortable with iteration, experimentation, and learning in real time</li> <li>Excellent discovery and consultative selling skills—you dig deep to understand customer workflows, challenges, and desired outcomes before jumping to solutions</li> <li>Strong collaboration skills—you work seamlessly with AEs, CSMs, and cross-functional partners to drive customer outcomes and revenue growth</li> <li>Intellectual curiosity and growth mindset—you actively seek to understand emerging trends in IT service management, employee experience, and AI-driven automation</li> <li>Exceptional communication skills, both written and verbal, with the ability to tailor messaging to technical and executive audiences</li> <li>Practical experience in executing and maintaining a repeatable sales process such as Sandler, MEDDIC, or Challenger</li> <li>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</li> </ul> <h3>Preferred Qualifications</h3> <ul> <li>Familiarity with service management methodologies (ITIL, service catalog design, SLA frameworks, incident/request workflows)</li> <li>Background selling displacement deals or helping customers migrate from legacy enterprise software</li> <li>Understanding of AI-powered automation, self-service workflows, or employee experience platforms</li> <li>Comfort with modern sales tech stack (Salesforce, Outreach/SalesLoft, LinkedIn Sales Navigator, 6sense/Demandbase, etc.)</li> </ul> <h2>What We'll Offer</h2> <p>Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. We believe that compensation should be reflective of the value you create relative to the market value of your role. To ensure pay is fair and not impacted by biases, we're committed to looking at market value, which is why we check ourselves and conduct a yearly pay equity audit.</p> <p>For this role, the <strong>On-Target Earnings (OTE)</strong> range is <strong>$190,000 - $230,000</strong>, depending on experience and location. The total OTE includes a base salary and performance-based sales incentive pay (based on the terms of the Sales Incentive Plan). These ranges are a guideline; actual base salary and OTE may vary based on various factors, including market and individual qualifications objectively assessed during the interview process.</p> <p>In addition, your compensation package may include additional components such as equity and benefits. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role.</p> <p>We strive to provide equitable and competitive benefits packages that support our employees worldwide and include:</p> <ul> <li>Mental health, wellness &amp; fitness benefits</li> <li>Career coaching &amp; support</li> <li>Inclusive family building benefits</li> <li>Long-term savings or retirement plans</li> <li>In-office culinary options to cater to your dietary preferences</li> </ul> <p>These are just some of the benefits we offer, and benefits may vary based