Specialist Account Executive

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

About You

Required Experience & Skills