SMB Account Executive, Client Management

<p id="p-rc_a4fb4bdff97c657d-129" data-path-to-node="3"><span data-path-to-node="3,0">Asana Client Management (ACM) fixes client delivery friction by centralizing briefs, approvals, and file uploads within a branded client portal powered by the Asana Work Graph.&nbsp;</span><span data-path-to-node="3,2"><span class="citation-240">We are looking for an Account Executive to sit at the forefront of this product launch, owning the go-to-market motion from day one and building the playbook the broader team inherits</span></span><span data-path-to-node="3,4">. </span><span data-path-to-node="3,6"><span class="citation-239">In this role, you will work directly with sales leadership and the product team to bring ACM to market, targeting a warm pool of existing Asana customers and net-new professional services accounts</span></span><span data-path-to-node="3,8">. </span><span data-path-to-node="3,10"><span class="citation-238">This is a unique opportunity to build a brand-new motion from the ground up at a company with over 170,000 existing customers</span></span><span data-path-to-node="3,12">.</span></p> <p id="p-rc_a4fb4bdff97c657d-130" data-path-to-node="4">This role can either be fully remote in Utah or based in our San Francisco, Chicago, or New York 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 Wednesday. 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.</p> <h2 data-path-to-node="5">What you’ll achieve</h2> <ul data-path-to-node="6"> <li> <p id="p-rc_a4fb4bdff97c657d-131" data-path-to-node="6,0,0"><span data-path-to-node="6,0,0,1"><span class="citation-232">Own the full sales cycle for agency and professional services buyers, from prospecting through close</span></span><span data-path-to-node="6,0,0,3">.</span></p> </li> <li> <p id="p-rc_a4fb4bdff97c657d-132" data-path-to-node="6,1,0"><span data-path-to-node="6,1,0,1"><span class="citation-231">Build pipeline through outbound to a named book across primary verticals: Advertising &amp; Marketing, Media, Digital Services, Design &amp; Creative, and PR</span></span><span data-path-to-node="6,1,0,3">.</span></p> </li> <li> <p id="p-rc_a4fb4bdff97c657d-133" data-path-to-node="6,2,0"><span data-path-to-node="6,2,0,1"><span class="citation-230">Convert inbound PQLs from the self-serve trial population with rapid, context-aware responses referencing specific in-product behavior</span></span><span data-path-to-node="6,2,0,3">.</span></p> </li> <li> <p id="p-rc_a4fb4bdff97c657d-134" data-path-to-node="6,3,0"><span data-path-to-node="6,3,0,1"><span class="citation-229">Run multi-threaded outbound to COOs, Heads of Delivery, and Heads of Client Services using tailored, signal-based outreach</span></span><span data-path-to-node="6,3,0,3">.</span></p> </li> <li> <p id="p-rc_a4fb4bdff97c657d-135" data-path-to-node="6,4,0"><span data-path-to-node="6,4,0,1"><span class="citation-228">Work a mix of existing Asana customers expanding into ACM and net-new accounts displacing competitors in fast-paced deal cycles</span></span><span data-path-to-node="6,4,0,3">.</span></p> </li> <li> <p id="p-rc_a4fb4bdff97c657d-136" data-path-to-node="6,5,0"><span data-path-to-node="6,5,0,1"><span class="citation-227">Partner with the solutions engineer in your pod for technical demos, platform configuration, and multi-stakeholder deals</span></span><span data-path-to-node="6,5,0,3">.</span></p> </li> <li> <p id="p-rc_a4fb4bdff97c657d-137" data-path-to-node="6,6,0"><span data-path-to-node="6,6,0,1"><span class="citation-226">Feed discovery learnings back to the product and go-to-market teams to help shape how ACM is positioned at scale</span></span><span data-path-to-node="6,6,0,3">.</span></p> </li> <li> <p id="p-rc_a4fb4bdff97c657d-138" data-path-to-node="6,7,0"><span data-path-to-node="6,7,0,1"><span class="citation-225">Document what works and build the playbook the broader SMB team runs on</span></span><span data-path-to-node="6,7,0,3">.</span></p> </li> </ul> <h2 data-path-to-node="7">About you</h2> <ul data-path-to-node="8"> <li> <p id="p-rc_a4fb4bdff97c657d-139" data-path-to-node="8,0,0"><span data-path-to-node="8,0,0,1"><span class="citation-224">Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making</span></span><span data-path-to-node="8,0,0,3">.</span></p> </li> <li> <p id="p-rc_a4fb4bdff97c657d-140" data-path-to-node="8,1,0"><span data-path-to-node="8,1,0,1"><span class="citation-223">2+ years of quota-carrying SaaS sales with consistent performance in the €5K–€25K ACV range</span></span><span data-path-to-node="8,1,0,3">.</span></p> </li> <li> <p id="p-rc_a4fb4bdff97c657d-141" data-path-to-node="8,2,0"><span data-path-to-node="8,2,0,1"><span class="citation-222">Understanding of AI LLMs and GPTs, and ability to articulate their business applications</span></span><span data-path-to-node="8,2,0,3">.</span></p> </li> <li> <p id="p-rc_a4fb4bdff97c657d-142" data-path-to-node="8,3,0"><span data-path-to-node="8,3,0,1"><span class="citation-221">Experience selling to COOs, operations leaders, or delivery heads at professional services firms who care deeply about margin and capacity</span></span><span data-path-to-node="8,3,0,3">.</span></p> </li> <li> <p id="p-rc_a4fb4bdff97c657d-143" data-path-to-node="8,4,0"><span data-path-to-node="8,4,0,1"><span class="citation-220">Strong discovery instincts with the ability to map out how work moves from a client request into production</span></span><span data-path-to-node="8,4,0,3">.</span></p> </li> <li> <p id="p-rc_a4fb4bdff97c657d-144" data-path-to-node="8,5,0"><span data-path-to-node="8,5,0,1"><span class="citation-219">Able to explain why AI operating on a client-portal trigger layer is structurally different from operator-initiated tools</span></span><span data-path-to-node="8,5,0,3">.</span></p> </li> <li> <p id="p-rc_a4fb4bdff97c657d-145" data-path-to-node="8,6,0"><span data-path-to-node="8,6,0,1"><span class="citation-218">Proven ability to run multi-threaded deals across two to three personas at the same account</span></span><span data-path-to-node="8,6,0,3">.</span></p> </li> <li> <p id="p-rc_a4fb4bdff97c657d-146" data-path-to-node="8,7,0"><span data-path-to-node="8,7,0,1"><span class="citation-217">Proficiency with Salesforce, Outreach (or equivalent), and Sales Navigator</span></span><span data-path-to-node="8,7,0,3">.</span></p> <p id="p-rc_a4fb4bdff97c657d-147" data-path-to-node="8,8,1"><span data-path-to-node="8,8,1,0"><strong data-path-to-node="8,8,1,0" data-index-in-node="0"><span class="citation-216">Preferred:</span></strong><span class="citation-216"> Experience with incubation or early-stage go-to-market, familiarity with the agency technology landscape (PSA tools, project management, etc.), and a background in competitive displacement</span></span><span data-path-to-node="8,8,1,2">.</span></p> <p>&nbsp;</p> </li> </ul> <h2 data-path-to-node="9">What we’ll offer</h2> <p id="p-rc_a4fb4bdff97c657d-148" data-path-to-node="10"><span data-path-to-node="10,1"><span class="citation-215">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</span></span><span data-path-to-node="10,3">. </span><span data-path-to-node="10,5"><span class="citation-214">We believe that compensation should be reflective of the value you create relative to the market value of your role</span></span><span data-path-to-node="10,7">. </span><span data-path-to-node="10,9"><span class="citation-213">To ensure pay is fair and not impacted by biases, we're committed to looking at market value which is why we check ourselves a