Enterprise Account Executive, Service Management

The OpportunityWe'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 AchieveOwn the full sales cycle for IT and service team buyers within mid-market accounts (300–2,000 employees), from prospecting through closeBuild and maintain a healthy pipeline through outbound prospecting and inbound lead qualificationPartner closely with existing Asana AEs and CSMs to identify expansion opportunities within accounts that already use Asana for other teamsBecome a trusted advisor to IT leaders (CIOs, VPs of IT, IT Directors, Service Delivery Managers) by understanding their operational challenges, strategic priorities, and technology landscapeTranslate customer pain points into compelling value narratives that resonate with IT and service team personasCollaborate cross-functionally with Product Marketing, Product Management, Sales Engineering, and Customer Success to refine positioning, surface product feedback, and ensure customer success post-saleDevelop and execute territory plans targeting high-propensity accounts based on firmographics, technographics, and account intelligenceDocument learnings and contribute to playbook development to enable the broader sales organization as this motion scalesChampion Asana's expansion into new departments and use cases, positioning the platform as a strategic solution for IT and service delivery organizationsAbout YouRequired Experience & SkillsDemonstrates 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 environmentDeep understanding of the IT persona, including familiarity with IT organizational structures, common pain points, and the technology ecosystem IT teams operate withinProven ability to navigate complex, multi-stakeholder sales cycles involving IT, HR, Facilities, and other service-oriented functionsTrack record of quota achievement and consistent pipeline generation in a hunter or hybrid sales roleExperience with early-stage or incubation sales motions is a strong plus—you’re comfortable with iteration, experimentation, and learning in real timeExcellent discovery and consultative selling skills—you dig deep to understand customer workflows, challenges, and desired outcomes before jumping to solutionsStrong collaboration skills—you work seamlessly with AEs, CSMs, and cross-functional partners to drive customer outcomes and revenue growthIntellectual curiosity and growth mindset—you actively seek to understand emerging trends in IT service management, employee experience, and AI-driven automationExceptional communication skills, both written and verbal, with the ability to tailor messaging to technical and executive audiencesPractical experience in executing and maintaining a repeatable sales process such as Sandler, MEDDIC, or ChallengerFamiliarity 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 automationPreferred QualificationsFamiliarity with service management methodologies (ITIL, service catalog design, SLA frameworks, incident/request workflows)Background selling displacement deals or helping customers migrate from legacy enterprise softwareUnderstanding of AI-powered automation, self-service workflows, or employee experience platformsComfort with modern sales tech stack (Salesforce, Outreach/SalesLoft, LinkedIn Sales Navigator, 6sense/Demandbase, etc.)What We'll OfferOur 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.For this role, the On-Target Earnings (OTE) range is $300,000 - $330.000. 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 benefitsCareer coaching & supportInclusive family building benefitsLong-term savings or retirement plansIn-office culinary options to cater to your dietary preferencesThese 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 RoleThis 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.Join Asana's Talent Network to stay up to date on job opportunities and life at Asana.#LI-Remote#LI-HybridEqual Opportunity StatementAsana 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.About usAsana 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. We offer an exceptional office-centric culture while adopting the best elements of hybrid models to ensure that every one of our global team members can work together effortlessly. 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.Join Asana’s Talent Network to stay up to date on job opportunities and life at Asana.