Account Executive (SaaS)

TL;DR

Account Executive (SaaS): Driving growth for Asana's IT and service team platform by building repeatable sales plays and identifying expansion opportunities within mid-market accounts. Focus on navigating complex multi-stakeholder sales cycles, translating IT pain points into value narratives, and influencing product strategy through customer feedback.

Location: Remote or based in one of Asana's office locations (hybrid)

Compensation: OTE $300,000 - $330,000 (Base $150,000 - $165,000)

Company

Asana is a leading platform for human + AI collaboration used by millions of teams worldwide to achieve their most important goals.

What you will do

• Manage the full sales cycle for IT and service team buyers in mid-market accounts (300–2,000 employees).
• Generate a healthy pipeline through outbound prospecting and inbound lead qualification.
• Partner with existing AEs and CSMs to identify and close expansion opportunities within current customer accounts.
• Act as a trusted advisor to IT leaders (CIOs, VPs of IT) to solve operational challenges and strategic priorities.
• Collaborate with Product and Marketing teams to refine positioning and influence the product roadmap.
• Develop territory plans and contribute to the global sales playbook for the IT and service motion.

Requirements

• 5–8 years of B2B SaaS sales experience, with at least 3+ years selling to IT buyers.
• Proven track record of quota achievement and pipeline generation in hunter or hybrid sales roles.
• Deep understanding of IT personas, organizational structures, and the ITSM/ESM technology ecosystem.
• Experience navigating complex, multi-stakeholder sales cycles involving IT, HR, and Facilities.
• Proficiency in executing repeatable sales processes such as Sandler, MEDDIC, or Challenger.
• Strong curiosity and ability to leverage AI tools to enhance productivity and decision-making.

Nice to have

• Familiarity with ITIL methodologies, service catalog design, and SLA frameworks.
• Experience executing displacement deals or migrating customers from legacy enterprise software.
• Understanding of AI-powered automation, self-service workflows, or employee experience platforms.
• Expertise with modern sales tech stacks (Salesforce, Outreach/SalesLoft, LinkedIn Sales Navigator, 6sense/Demandbase).

Culture & Benefits

• Competitive compensation package including equity and performance-based incentives.
• Comprehensive mental health, wellness, and fitness benefits.
• Career coaching and inclusive family building support.
• Long-term savings and retirement plans.
• In-office culinary options for those working from office locations.