Head of Enterprise Sales, AMER at Asana

San Francisco, California, United States -

Full Time

Start Date

Immediate

Expiry Date

02 Jul, 26

Salary

485000.0

Posted On

03 Apr, 26

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Enterprise Sales, Sales Leadership, B2B SaaS, Strategic Planning, Go-to-market Strategy, Revenue Management, MEDDPICC, Challenger Sales, Product-led Growth, Executive Presence, Cross-functional Alignment, Market Segmentation, Headcount Forecasting, AI Tools, Negotiation

Industry

Software Development

Description

As a senior leader of our growing Enterprise organization, you will be instrumental in architecting and scaling a sales model that balances bottom-up velocity with complex, top-down strategic selling. You will have a profound impact on the overall trajectory of Asana by leading a high-performing leadership team and overseeing the continued expansion of our Enterprise pillar across the region. Our sales team is committed to customer centricity by focusing on understanding and meeting the unique needs and aspirations of each customer. By fostering a collaborative environment across all go-to-market functions, we engage in value selling to ensure every interaction enhances the customer experience. This role can either be fully remote depending on which US state you live in, or based in our San Francisco, New York or Chicago 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. What you’ll achieve Lead and Scale the Org: Manage and develop a high-performing organization of Enterprise Sales Managers and seasoned Account Executives. Architect the Global Playbook: Define and refine the Enterprise Sales strategy, ensuring our go-to-market motion evolves to meet the needs of the world's largest organizations. Execution Ownership: Own the revenue outcomes for our largest named accounts, identifying new market opportunities and white space for expansion. Drive Cross-Functional Alignment: Act as a key stakeholder alongside leaders in Customer Success, Solutions Engineering, and Product to advocate for and ensure a seamless "Customer First" journey. Business Strategy: Lead long-range strategic planning to drive the net growth of the business, including headcount forecasting, market segmentation, and the evolution of incentives. Strategic Deal Sponsorship: Serve as the executive sponsor for our most complex, multi-million dollar negotiations and high-stakes partnerships. About you Experience: 10+ years of B2B SaaS experience, with 5+ years in a senior sales leadership role managing other managers. Scaling Expertise: A proven track record of leading Enterprise segments through periods of rapid scale, such as $100M+ ARR growth. Leadership: A visionary leader with a passion for building culture, attracting top-tier talent, and developing the next generation of sales leaders. Methodology: Deep expertise in implementing and operationalizing frameworks like MEDDPICC or Challenger at an organizational level. Strategic Hybrid Expertise: Experience bridging the gap between high-volume, product-led growth (PLG) and traditional, high-touch executive selling. Operational Excellence: A strong bias towards action and data-driven decision-making, with the ability to translate complex market signals into executable strategies. Executive Presence: An aptitude for navigating complex environments, managing executive expectations, and fostering deep relationships with C-suite partners. AI Curiosity: Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making. Growth Mindset: At Asana, we're committed to building teams that include a variety of backgrounds, perspectives, and skills. If you're interested in this role and don't meet every listed requirement, we still encourage you to apply. 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. For this role, the On-Target Earnings (OTE) range is $$412,000 - $485,000. The total OTE includes a base salary range of $$412,000 - $485,000 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. 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 #LI-Hybrid About us Asana 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.

Responsibilities

Lead and scale the Enterprise Sales organization by defining global sales strategies and managing high-performing teams. Drive revenue outcomes for large accounts while fostering cross-functional alignment to ensure a customer-centric journey.