Head of Enterprise Sales, AMER

About the Role

The Head of Enterprise Sales, AMER will be a senior leader in Asana's growing Enterprise organization, responsible for architecting and scaling a sales model that balances bottom-up velocity with complex, top-down strategic selling. This role is critical to the overall trajectory of Asana, as it will have a profound impact on the company's revenue growth and expansion across the region. The successful candidate will be a seasoned sales leader with a proven track record of driving growth, building high-performing teams, and navigating complex sales ecosystems.

The Enterprise Sales team at Asana is committed to customer centricity, focusing on understanding and meeting the unique needs and aspirations of each customer. This role will require a deep understanding of the customer's perspective, as well as the ability to foster a collaborative environment across all go-to-market functions. By engaging in value selling and ensuring every interaction enhances the customer experience, the Head of Enterprise Sales will be instrumental in driving long-term growth and success for Asana.

As a remote role, this position offers the flexibility to work from anywhere in the US, with the option to work from one of Asana's offices in San Francisco, New York, or Chicago. The company offers a hybrid schedule, with standard in-office days on Monday, Tuesday, and Thursday, and the option to work from home on Wednesdays and Fridays.

What You Will Do

• Lead and scale the Enterprise Sales organization, managing a team of high-performing sales managers and account executives.
• Define and refine the Enterprise Sales strategy, ensuring the go-to-market motion evolves to meet the needs of the world's largest organizations.
• Own the revenue outcomes for Asana's largest named accounts, identifying new market opportunities and white space for expansion.
• Drive cross-functional alignment, acting as a key stakeholder alongside leaders in Customer Success, Solutions Engineering, and Product to advocate for and ensure a seamless 'Customer First' journey.
• Lead long-range strategic planning to drive the net growth of the business, including headcount forecasting, market segmentation, and the evolution of incentives.
• Serve as the executive sponsor for Asana's most complex, multi-million dollar negotiations and high-stakes partnerships.
• Collaborate with the sales team to develop and execute account plans, ensuring alignment with customer needs and Asana's sales strategy.
• Analyze sales performance data, providing insights and recommendations to optimize sales strategies and improve results.
• Develop and maintain relationships with key customers and partners, identifying opportunities to drive growth and expansion.

What We Are Looking For

• 10+ years of B2B SaaS experience, with 5+ years in a senior sales leadership role managing other managers.
• A proven track record of leading Enterprise segments through periods of rapid scale, such as
  00M+ ARR growth.
• Experience implementing and operationalizing sales frameworks like MEDDPICC or Challenger at an organizational level.
• A strong bias towards action and data-driven decision-making, with the ability to translate complex market signals into executable strategies.
• Executive presence, with an aptitude for navigating complex environments, managing executive expectations, and fostering deep relationships with C-suite partners.
• A growth mindset, with a passion for building culture, attracting top-tier talent, and developing the next generation of sales leaders.
• Experience bridging the gap between high-volume, product-led growth and traditional, high-touch executive selling.
• Strong expertise in sales strategy, sales operations, and sales enablement.

Nice to Have

• Experience working with AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making.
• Familiarity with sales analytics and performance metrics, with the ability to analyze data and provide insights to optimize sales strategies.
• Experience working in a remote or hybrid environment, with a proven track record of success in a distributed team.
• A strong network of relationships in the sales industry, with the ability to attract and recruit top talent to the team.

Benefits and Perks

• Competitive salary and equity package, with a comprehensive benefits package including health, dental, and vision insurance.
• Flexible working hours and remote work options, with the ability to work from anywhere in the US.
• Generous PTO and vacation policy, with a minimum of 20 days per year.
• Professional development opportunities, including training and education programs to help you grow in your career.
• Access to the latest sales tools and technologies, with a budget for ongoing learning and development.
• A collaborative and dynamic work environment, with a team of experienced sales professionals who are passionate about driving growth and success.

• Develop a deep understanding of Asana's sales strategy and approach, and be prepared to discuss your experience and qualifications in relation to the company's goals.
• Highlight your ability to build and manage high-performing sales teams, and provide examples of your success in driving revenue growth and expansion.
• Emphasize your expertise in sales frameworks like MEDDPICC or Challenger, and be prepared to discuss how you have implemented and operationalized these frameworks in previous roles.
• Showcase your skills in data analysis and sales performance metrics, and be prepared to provide insights and recommendations for optimizing sales strategies.
• Demonstrate your ability to navigate complex sales ecosystems, and provide examples of your success in driving cross-functional alignment and collaboration.
• Be prepared to discuss your experience working with AI tools and emerging technologies, and your willingness to learn and leverage these tools to enhance productivity and decision-making.