About the company
Asana is a leading platform for human + AI collaboration. The AI GTM Specialist Team acts as the overlay commercial subject matter expert for Agentic Work Management.
Responsibilities
- Drive AI product revenue across your region: partner with Account Executives as a co-prime on AI opportunities, owning commercial strategy, pitch co-development, business case construction, and direct customer engagement from discovery through close
- Serve as commercial subject matter expert: advise account teams and customers on positioning, packaging, pricing strategy, and ROI across AI Studio, AI Teammates, Dash, and Stack AI
- Lead commercial NPI: build initial talk tracks, qualification guidance, and pitch materials for new AI products moving from launch to scale
- Align with frontline sales managers: partner closely with sales leadership and Account Executives in forecast calls, pipeline reviews, and team meetings
- Build deals for speed to value: help customers identify high-impact AI use cases, run structured proof-of-value pilots, and establish ROI metrics prior to deal close
- Represent Asana's AI vision: present AI strategy to senior and C-level executives
- Provide field feedback: act as a critical feedback loop to Product, Product Marketing, and R&D teams
- Serve as the regional commercial voice: provide leadership with visibility into regional AI trends, opportunities, and risks
Requirements
- 8+ years of experience in a commercial, customer-facing sales or overlay role (e.g., Account Executive, Sales Specialist) with a track record of driving revenue
- Strong fluency in AI concepts (LLMs, agents, context management, MCPs, generative AI) and the ability to translate technical value into business ROI
- Proven track record of developing compelling commercial narratives and pitch materials aligned to customer pain points
- Executive presence with confidence leading strategic workshops and presenting AI strategy to C-suite stakeholders
- Analytical approach to commercial deal structures, ROI modeling, pricing, and packaging
- Experience building scalable enablement assets and delivering training to sales teams
- Adaptability in fast-paced environments with evolving priorities and new product introductions
- Collaborative mindset with strong cross-functional partnership skills across sales and technical teams
Conditions
- Based in San Francisco office with an office-centric hybrid schedule (in-office Monday, Tuesday, Thursday)
- On-Target Earnings (OTE) range: $290,000 - $330,000 (base salary $203,000 - $231,000 plus performance-based sales incentive pay)
- Compensation package may include equity and benefits
- Benefits include mental health, wellness & fitness benefits, career coaching & support, inclusive family building benefits, long-term savings or retirement plans, in-office culinary options