Specialist Account Executive

The Opportunity

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.

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.

What You'll Achieve

• 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

About You

Required Experience & Skills

• 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

Preferred Qualifications

• Familiarity with service management methodologies (ITIL, service catalog design, SLA frameworks, incident/request workflows)
• Background selling displacement deals or helping customers migrate from legacy enterprise software
• Understanding of AI-powered automation, self-service workflows, or employee experience platforms
• Comfort with modern sales tech stack (Salesforce, Outreach/SalesLoft, LinkedIn Sales Navigator, 6sense/Demandbase, etc.)

What We'll Offer

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.

What we'll offer' section includes incorrect pay range verbiage. Please add or replace the language in the job post in Greenhouse with the following: For this role, the On-Target Earnings (OTE) range is $300,000 - $330.000. The total OTE includes a base salary range of $150,000 - $165,000 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, and the ranges for this role may be modified.

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.

We strive to provide equitable and competitive benefits packages that support our employees worldwide and include:

• Mental health, wellness & fitness benefits
• Career coaching & support
• Inclusive family building benefits
• Long-term savings or retirement plans
• In-office culinary options to cater to your dietary preferences

These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.

About This Role

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.

The role can be remote or based in one of Asana's office locations with a hybrid schedule (typically in-office Monday, Tuesday, and Thursday). If you're interviewing for this role, your recruiter will share more about location flexibility and in-office expectations.

Why Asana?

At Asana, we're committed to building teams that include a variety of backgrounds, perspectives, and skills, as this is critical to helping us achieve our mission. If you're interested in this role and don't meet every listed requirement, we still encourage you to apply.

Asana has been named to Fortune's Best Workplaces and recognized globally for our exceptional culture and innovation. With 13+ offices all over the world, we are always looking for individuals who care about building technology that drives positive change in the world and a culture where everyone feels that they belong.

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Equal Opportunity Statement

Asana is an equal opportunity employer, and building a diverse, equitable, and inclusive company is core to our mission. Join us to make a big impact—on our mission, our customers' missions, and your career.