Asana
Specialist Account Executive
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Account Executive (IT & Service Teams)
Location: Remote or Hybrid (with in-office Mon/Tue/Thu)
About the Company
Asana is a leading platform for human + AI collaboration, helping millions of teams worldwide achieve their most important goals. Named to Fortune’s Best Workplaces for 7+ consecutive years, we’re recognised by Fast Company, Forbes, and Gartner for our culture of innovation and commitment to driving positive change.
About the Role
Why This Opportunity?
We’re seeking a driven, entrepreneurial Account Executive to join our newly formed team, bringing Asana’s platform to IT and service teams. This is a ground-floor opportunity to:
- Build a user-driven marketing and sales engine for a fast-growing market.
- Work as part of the product General Manager’s team, translating customer feedback to shape product and pricing strategies.
- Own the end-to-end sales cycle for mid-market IT and service teams, from prospecting to closing.
- Shape a new market category by positioning Asana as a strategic solution for modern IT operations.
This role requires a hunter mindset ( prospecting net-new accounts) and a collaborative partnership (leveraging Asana’s existing AEs and CSMs for expansion). Exciting for those who thrive in ambiguity, enjoy building from scratch, and want to influence broad scalability.
Key Responsibilities
- Own the full sales cycle for IT/Service teams in mid-market accounts (300–2,000 employees), including:
- Prospecting → Discovering → Closing deals
- Lead qualification (outbound and inbound)
- Anti-shrink management by identifying expansion opportunities within existing accounts.
- Become a trusted advisor to IT decision-makers (CIOs, directors, service delivery managers):
- Understand their operational hurdles and technology strategy.
- Translate challenges into customer-centric narratives tailored to IT.
- Cross-functional collaboration with:
- Product Marketing (refining messaging)
- Product Management (feeding customer insights)
- Sales Engineering (ensuring product proofing)
- Customer Success (driving retention & growth)
- Develop smart territory plans to target high-potential accounts, leveraging firmographics, technographics, and customer intelligence.
- Document playbook best practices to enable scalability in the new Asana frontline sales team.
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About You
Required Experience & Skills
- 5–8 years of sales experience in B2B SaaS, with at least 3+ years selling to IT buyers (IT ops, infrastructure, service delivery, leadership):
- Deep understanding of IT’s pain points, organizational structures, and the modern tech stack.
- Proven track record in complex, multi-stakeholder deals involving IT, HR, facilities, or other service functions.
- Quota-driven achievement—whether as a hunter or hybrid seller, with repeatable pipeline generation.
- Familiarity with early-stage GTM experiments and comfort with rapid iteration.
- Discover-led consultative selling (methodologies like Sandler, MEDDIC, or Challenger).
- Strong collaboration with AEs, CSMs, and crossfunctional teams to drive revenue.
- Intellectual curiosity for IT trends (service management, automation, AI).
- Technical storytelling skills—tailor messaging for executive, strategic, and hands-on audiences.
Preferred Qualifications
- ITIL or service management knowledge (SLAs, incident workflows, requesting systems).
- Experience selling legacy enterprise software migration projects.
- Understanding of AI-powered automation, self-service workflows, or employee experience platforms.
- Proficiency with modern sales tech (Salesforce, Outreach/SalesLoft, LinkedIn Navigator, 6sense/Demandbase).
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About the Compensation
We believe fair pay starts with recognising individual impact. Total On-Target Earnings (OTE) range:
- $190,000–$230,000 (structured OTE with base and -incentives). Note: Exact amounts may vary based on experience, location, and market benchmarks.
Additional benefits pack includes:
- Equity, wellness programs, and career support
- Inclusive family-building programs
- Office-based culinary options and fitness stipends
Full details are available upon request—ask your recruiter for context on your location/country.
Work Environment
- Hybrid flexibility: office presence Mon/Tue/Thu, locations variable.
- Strategic impact as a Greenfield motion leader, structuring playbooks for Asana’s entire frontline sales team.
- Technology-driven mission: bound for teams building better workplaces.
Why Asana?
Asana is a truly equitable employer. Diversity isn’t just policy—it’s a core asset in driving innovation that matters. Reach out if you share our values—whether you’re best suited for every listed trait or a creative problem-solver building alongside us.
Discover our culture on Asana’s Why Us page. للمناخ. #LI-Remote #LI-Hybrid
Equal Opportunity Statement
Asana is an equal opportunity employer, committed to fostering a diverse, equitable, and inclusive community. Join us to shape products and careers that empower global teams.
Join Our Talent Network
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About Us (Mini Summary) Asana is leading global, human-+AI-enabled collaboration platform. Our behind-the-scenes success is backed by our teams—Fortune “Best Workplaces” 7 years running, turned into regular innovations across the world using our product.
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