At a Glance
- Tasks: Drive sales for Asana's platform, collaborating with IT and service teams to modernise work coordination.
- Company: Join Asana, a top-rated workplace known for innovation and a vibrant culture.
- Benefits: Competitive salary, equity options, wellness benefits, and career coaching.
- Other info: Flexible remote work options and a supportive environment for growth.
- Why this job: Be part of a pioneering team shaping the future of IT collaboration.
- Qualifications: 5+ years in sales, especially with IT buyers; strong consultative skills required.
The predicted salary is between 150000 - 180000 £ per year.
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.
Our sales team is focused on finding efficient paths to successful, profitable, long-term customers by building a user-driven marketing and sales engine. We act as a key voice of the customer to the product team. We help identify and overcome technical, educational, and competitive obstacles to our continued growth.
The Opportunity
We'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 Achieve
- Own the full sales cycle for IT and service team buyers within mid-market accounts (300–2,000 employees), from prospecting through close.
- Build and maintain a healthy pipeline through outbound prospecting and inbound lead qualification.
- Partner closely with existing Asana AEs and CSMs to identify expansion opportunities within accounts that already use Asana for other teams.
- Become a trusted advisor to IT leaders (CIOs, VPs of IT, IT Directors, Service Delivery Managers) by understanding their operational challenges, strategic priorities, and technology landscape.
- Translate customer pain points into compelling value narratives that resonate with IT and service team personas.
- Collaborate cross-functionally with Product Marketing, Product Management, Sales Engineering, and Customer Success to refine positioning, surface product feedback, and ensure customer success post-sale.
- Develop and execute territory plans targeting high-propensity accounts based on firmographics, technographics, and account intelligence.
- Document learnings and contribute to playbook development to enable the broader sales organization as this motion scales.
- Champion Asana's expansion into new departments and use cases, positioning the platform as a strategic solution for IT and service delivery organizations.
Required Experience & Skills
- 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 environment.
- Deep understanding of the IT persona, including familiarity with IT organizational structures, common pain points, and the technology ecosystem IT teams operate within.
- Proven ability to navigate complex, multi-stakeholder sales cycles involving IT, HR, Facilities, and other service-oriented functions.
- Track record of quota achievement and consistent pipeline generation in a hunter or hybrid sales role.
- Experience with early-stage or incubation sales motions is a strong plus—you’re comfortable with iteration, experimentation, and learning in real time.
- Excellent discovery and consultative selling skills—you dig deep to understand customer workflows, challenges, and desired outcomes before jumping to solutions.
- Strong collaboration skills—you work seamlessly with AEs, CSMs, and cross-functional partners to drive customer outcomes and revenue growth.
- Intellectual curiosity and growth mindset—you actively seek to understand emerging trends in IT service management, employee experience, and AI-driven automation.
- Exceptional communication skills, both written and verbal, with the ability to tailor messaging to technical and executive audiences.
- Practical experience in executing and maintaining a repeatable sales process such as Sandler, MEDDIC, or Challenger.
- Familiarity 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 automation.
Preferred Qualifications
- Familiarity with service management methodologies (ITIL, service catalog design, SLA frameworks, incident/request workflows).
- Background selling displacement deals or helping customers migrate from legacy enterprise software.
- Understanding of AI-powered automation, self-service workflows, or employee experience platforms.
- Comfort with modern sales tech stack (Salesforce, Outreach/SalesLoft, LinkedIn Sales Navigator, 6sense/Demandbase, etc.).
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 $190,000 - $230,000, depending on experience and location. The total OTE includes a base salary 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.
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 benefits.
- Career coaching & support.
- Inclusive family building benefits.
- Long-term savings or retirement plans.
- In-office culinary options to cater to your dietary preferences.
These 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 Role
This 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.
Equal Opportunity Statement
Asana 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.
Specialist Account Executive employer: WinsAbove
Asana is an exceptional employer, recognised for its outstanding workplace culture and commitment to employee growth. With a focus on collaboration and innovation, employees enjoy a comprehensive benefits package, including mental health support and career coaching, while working in a dynamic environment that encourages autonomy and creativity. Joining Asana means being part of a diverse team dedicated to making a positive impact through technology, all within a flexible work setting that values individual contributions.
StudySmarter Expert Advice🤫
We think this is how you could land Specialist Account Executive
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Specialist Account Executive at WinsAbove, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including WinsAbove. Tailor your message to explain why you’re drawn to them and how you can contribute as a Specialist Account Executive. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Specialist Account Executive
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for WinsAbove:When writing your cover letter, make sure to tailor your message specifically for WinsAbove. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at WinsAbove
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show WinsAbove that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show WinsAbove that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with WinsAbove’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
