Emerging Enterprise Account Executive

Asana•San Francisco, CA

17h•$85,000 - $242,000•Hybrid

About The Position

Asana is seeking a driven and strategic Emerging Enterprise Account Executive to join its Emerging Enterprise sales team. The role focuses on expanding existing customer accounts, building trusted relationships with decision-makers, understanding customer needs, and developing tailored strategies that support customer success and revenue growth. The Account Executive owns complex sales cycles from prospecting and qualification through negotiation and close, while working with internal partners to deliver customer value and adoption. The position is based in Asana’s San Francisco office and follows an office-centric hybrid schedule. Standard in-office days are Monday, Tuesday, and Thursday. Most employees may work from home on Wednesdays; Friday work-from-home arrangements depend on the work and partner teams. Recruiters provide further details about office requirements. The role offers location-based on-target earnings, comprising base salary and performance-based sales incentive pay. Depending on US pay zone, total OTE ranges from $170,000 to $242,000, with base salary ranges from $85,000 to $121,000. Compensation may also include equity and benefits. Asana describes itself as a platform for human and AI collaboration, with more than 13 offices worldwide. It emphasizes an inclusive, office-centric culture and equal employment opportunities.

Requirements

At least 3 years of experience in an Enterprise sales role.
At least 5 years in a B2B closing sales role; SaaS experience is preferred.
Proven record of consistent quota attainment and growth within existing Emerging Enterprise or Enterprise accounts.
Experience in consultative selling, strategic account management, and managing complex sales cycles.
Ability to build trust and relationships with stakeholders at all levels, including C-suite executives.
Entrepreneurial mindset and drive for continuous improvement, learning, and customer success.
Curiosity about AI tools and emerging technologies, and willingness to learn and use them to improve productivity, collaboration, or decision-making.

Nice To Haves

SaaS sales experience.

Responsibilities

Expand existing customer accounts and drive revenue growth through upselling, cross-selling, and commercial strategies.
Own the full sales cycle, from prospecting and qualification through negotiation and closing complex, multi-stakeholder deals.
Use negotiation skills and data-driven insights to secure strategic partnerships that benefit both parties.
Define territory and account strategies to improve sales velocity in partnership with Sales Engineers, Sales Development Representatives, Customer Success Managers, Professional Services, and Executive Sponsors.
Build trust with C-level executives, IT decision-makers, and other stakeholders; align solutions with their strategic goals and expand usage across teams.
Understand customer goals to identify new use cases and generate incremental revenue.
Collaborate with marketing, product, and customer success teams to provide a seamless customer experience and support successful adoption.
Focus on delivering value and measurable customer ROI to establish long-term partnerships.