Head of Enterprise Sales, AMER

Asana•San Francisco, CA

4d•Hybrid

About The Position

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.

Requirements

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.

Responsibilities

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.