AI GTM Specialist

<p><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">We're looking for a commercially driven, AI-fluent sales professional to join Asana's AI GTM Specialist Team. Our sales team is committed to customer centricity — understanding and meeting the unique needs of each customer by delivering exceptional value through tailored solutions and strategic partnerships. The AI GTM Specialist Team sits at the intersection of GTM strategy and product growth, operating as co-prime partners to our core Account Teams to drive ARR, adoption, and customer outcomes across Asana's AI product line.&nbsp;</span></p> <p><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">In this role, you'll act as both a strategic operator and a product growth driver — embedded across key accounts and segments in your region, supporting the commercial motions that turn AI opportunity into closed revenue. You'll partner closely with core Account Executives, Solutions Engineers, and cross-functional teammates in Marketing, Product, and Field Readiness to shape how Asana's AI products scale.&nbsp;</span></p> <p>This role can either be fully remote depending on where you live in Germany, or based in our Munich office with an office-centric hybrid schedule. If based in-office: The standard in-office days are Monday, Tuesday, and Thursday. Most Asanas have the option to work from home on Wednesdays. Working from home on Fridays depends on the type of work you do and the teams with which you partner. If you're interviewing for this role, your recruiter will share more about the in-office requirements.</p> <p><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><strong>What you’ll achieve</strong></span></p> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Drive AI product ARR across your region by partnering directly with core Account Teams on AI Studio and AI Teammates deals — owning the commercial strategy, pitch co-development, and deal execution from discovery through close.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Act as a co-prime commercial partner on AI opportunities, contributing to internal call prep, ROI documentation, business case construction, and direct customer engagement.&nbsp;</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Translate customer needs and AI use cases into compelling commercial narratives — helping prospects and customers understand how Asana's AI solutions will transform the way their teams work and the measurable value they'll achieve.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Shape the regional AI GTM motion by contributing to sales plays, pipeline strategy, and forecasting — partnering with core Account Teams to identify, qualify, and accelerate AI opportunities across your assigned segments and accounts.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Build field enablement and autonomy across your regional sales organisation — delivering training, enablement sessions, and AI-focused content that equips core Account Teams to lead AI conversations independently.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Serve as a critical feedback loop between the field and Asana's Product, PMM, and R&amp;D teams — translating customer insight, objections, and use case patterns into structured roadmap input that directly influences Asana's AI product direction.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Be the AI commercial voice for your region, helping leadership and cross-functional partners understand regional trends, opportunities, and risks.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Develop scalable assets and sales collateral — including pitch decks, ROI frameworks, and AI use case libraries — that extend your impact beyond the deals you directly touch.</span></li> </ul> <p><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><strong>About you:</strong></span></p> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Brings 8+ years of experience in a commercial, customer-facing sales or overlay role — such as Account Executive, Sales Specialist, or similar — with a track record of influencing deals and driving revenue outcomes.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Understands AI concepts, LLMs, and generative AI well enough to translate their business value to a range of stakeholders, from end-users to C-suite.&nbsp;&nbsp;</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Proven ability to develop and deliver compelling commercial narratives and pitch materials that connect product capabilities to customer pain points and ROI.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Comfortable operating in a fast-paced, high-growth environment with evolving priorities.&nbsp;</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Naturally collaborative and cross-functional — you know how to build trust, earn your place in the room, and amplify the people you support.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Brings strong analytical thinking to commercial conversations — comfortable building business cases, modelling ROI, and advising on pricing and packaging in partnership with the deal team.</span></li> <li style="font-famil