Asana

• Lead the end-to-end lifecycle of complex CX AI enablement initiatives, from initial strategy and content development to global cross-functional execution. • Consult with CX leadership to prioritize AI enablement initiatives that align with broader corporate strategy and overarching organizational goals. • Design and facilitate diverse training experiences, including AI Foundational Enablement and AI Product enablement, ranging from interactive workshops to scalable, self-serve modules. • Partner with stakeholders to build & deploy AI and program enablement driving productivity enhancements & field readiness. • Establish a consistent CX AI communication 'drumbeat' and roadmap to ensure regional and global teams are proficient in evolving AI capabilities. • Partner with Sales Enablement and Product Marketing to influence the development of revenue-wide AI enablement materials and amplify customer-centric value narratives. • Drive the evolution of the CX Customer Journey by updating AI engagement touchpoints, including consumption transition and AI consulting skills for the field. • Leverage data and insights to track enablement program performance and surface recommendations that enhance productivity and field readiness.

Role Description The AI Transformation Factory is Asana’s internal engine for evolving the Customer Experience organization to drive customer adoption of our AI platform. It operates at the intersection of Revenue, Product, and Engineering — redesigning post-sales motions, running strategic customer engagements, and driving cross-functional change to accelerate net retention and AI revenue growth. We are looking for a Head of Customer AI Transformation to build and lead this Factory. This is not a traditional professional services or customer success leadership role. You will be the operational leader for the AI Transformation Factory, responsible for evolving Asana’s post-sales organization into an AI-activation model: - Redesigning how our customer success, renewal, and services teams operate. - Running proofs of concept and generating validated ROI proof points with strategic customers. - Driving cross-functional operationalization across the company to ensure changes ship at speed. This role will report to the Chief Customer Officer. This role can either be fully remote depending on which US state you live in, or based in our San Francisco 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 Wednesdays. 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. What you’ll achieve - Evolve the customer success team to drive consumption of AI products. - Drive the development of an ROI-validated AI use case library structured by persona, vertical, and AI capability. - Enable seat-to-AI conversion across the renewal motion. - Evolve services delivery for the AI era. - Run initial targeted proofs of concept with strategic customers. - Serve as the escalation hub and product liaison for the field on all customer experience issues tied to AI products. - Drive cross-functional operationalization across Product, Marketing, Engineering, Finance, Legal, Deal Desk, Channel, and Support. - Own measurement and reporting — AI consumption tracking pre- and post-engagement. - Establish the operating cadence and steering committee model. Qualifications - 8+ years of leadership experience in customer success, professional services, revenue operations, product management, or technical consulting, with significant expertise in enterprise SaaS. - Proven track record of transforming how internal teams operate. - Deep understanding of post-sales motions — customer success, renewals, professional services, and partner delivery. - Deep customer empathy with the ability to build consensus with senior technology leaders at large enterprises. - Strong technical fluency in AI and generative AI technologies. - Direct experience with revenue targets, pricing and packaging strategy, services P&L management, or renewal and expansion motions. - Exceptional at driving change across Product, Engineering, Sales, Finance, Legal, and Channel. - Ability to do hands-on work in the early phases while designing scalable operating models. - Track record of developing top-tier talent and inspiring high-achieving teams. Benefits - 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. Company Description 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. We offer an exceptional office-centric culture while adopting the best elements of hybrid models to ensure that every one of our global team members can work together effortlessly. 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.

• Strategically partner with our internal business stakeholders to draft and negotiate inbound commercial agreements and supporting documents. • Provide timely and practical legal advice on a variety of requests, taking into account the relevant legal issues and risks, agreement structure, approval process, and company policies and procedures. • Collaborate with cross-functional stakeholders, including Finance, Sourcing, Procurement Ops, Privacy, and Security, to develop processes and enforce applicable policies as they relate to global commercial contracting. • Enable and train internal stakeholders by providing direct guidance on commonly requested revisions and non-standard terms and structures and respond to general process questions. • Apply original, innovative thinking on a continuous basis to improve processes and systems, manage change, and better service business needs, including developing scalable contracting frameworks, playbooks, and standards to support a business in high-growth mode. • Support and manage a variety of ad hoc projects with the team as they arise. • Stay abreast of emerging laws, regulations, and judicial decisions relevant to our business, conduct thorough research and analysis to understand the implications and potential impact of these developments, and share knowledge with colleagues and develop guidance materials, as necessary.

• Masterfully navigate complex account landscapes and leverage data to optimize existing solutions and identify exciting new use cases • Anticipate roadblocks and objections with foresight, crafting win-win solutions that ensure all stakeholders see the value of your vision and Asana • Drive revenue and grow businesses by leveraging your negotiation skills and data-driven insights to secure long-term partnerships • Partner seamlessly with SDRs, Field Marketing, and Customer Success teams to deliver exceptional customer experiences and business value • Serve as a trusted advisor, building influential relationships from C-level executives to end-users • Deepen the usage of the whole work graph, resulting in delivering unmatched value with scalability and consistency

Role Description As a senior leader of our growing Enterprise organization, you will be instrumental in architecting and scaling a sales model that balances bottom-up velocity with complex, top-down strategic selling. You will have a profound impact on the overall trajectory of Asana by leading a high-performing leadership team and overseeing the continued expansion of our Enterprise pillar across the region. Our sales team is committed to customer centricity by focusing on understanding and meeting the unique needs and aspirations of each customer. By fostering a collaborative environment across all go-to-market functions, we engage in value selling to ensure every interaction enhances the customer experience. This role can either be fully remote depending on which US state you live in, or based in our San Francisco, New York or Chicago 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 Wednesdays. 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. What you’ll achieve - Lead and Scale the Org: Manage and develop a high-performing organization of Enterprise Sales Managers and seasoned Account Executives. - Architect the Global Playbook: Define and refine the Enterprise Sales strategy, ensuring our go-to-market motion evolves to meet the needs of the world's largest organizations. - Execution Ownership: Own the revenue outcomes for our largest named accounts, identifying new market opportunities and white space for expansion. - Drive Cross-Functional Alignment: Act as a key stakeholder alongside leaders in Customer Success, Solutions Engineering, and Product to advocate for and ensure a seamless "Customer First" journey. - Business Strategy: Lead long-range strategic planning to drive the net growth of the business, including headcount forecasting, market segmentation, and the evolution of incentives. - Strategic Deal Sponsorship: Serve as the executive sponsor for our most complex, multi-million dollar negotiations and high-stakes partnerships. Qualifications - 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 $100M+ ARR growth. - A visionary leader with a passion for building culture, attracting top-tier talent, and developing the next generation of sales leaders. - Deep expertise in implementing and operationalizing frameworks like MEDDPICC or Challenger at an organizational level. - Experience bridging the gap between high-volume, product-led growth (PLG) and traditional, high-touch executive selling. - A strong bias towards action and data-driven decision-making, with the ability to translate complex market signals into executable strategies. - An aptitude for navigating complex environments, managing executive expectations, and fostering deep relationships with C-suite partners. - Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making. - At Asana, we're committed to building teams that include a variety of backgrounds, perspectives, and skills. If you're interested in this role and don't meet every listed requirement, we still encourage you to apply. Benefits - 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 Company Description 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 $412,000 - $485,000. The total OTE includes a base salary range of $412,000 - $485,000 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, and the ranges for this role may be modified.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Renewals team plays a crucial role in Asana's success by collaborating with both customers and multiple cross-functional teams. As a Renewals team member, your main responsibility is to oversee client renewals, renew existing licenses, discover growth opportunities, identify/mitigate risk, and ensure high customer satisfaction to minimize churn. This role involves understanding customer needs, building strong relationships, having strong negotiation skills, and staying current on Asana’s pricing and packaging. This role can either be fully remote depending on which US state you live in, or based in our New York or Chicago 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 Wednesdays. Working from home on Fridays depends on the type of work you do and the teams with which you partner. What you’ll achieve: - Negotiate all facets of contract renewals using commercial judgment. - Identify customer needs and demonstrate strong account management capabilities to drive on-time renewal closure. - Engage decision makers to identify customer requirements, budget, key stakeholders, approval processes, and uncover roadblocks. - Develop and deliver win/win negotiation strategies that maximize contract value while protecting and enhancing the customer relationship and the value they are realizing from Asana. - Maintain and report an accurate rolling 150-day forecast. Analyze renewal data to identify trends. - Document all renewal steps, in accordance with Renewal Guidelines, clearly in SFDC/Clari systems. - Manage the quote-to-close processes for all renewals within an assigned territory. Create and negotiate strategic pricing and packaging proposals. - Effectively defend against competitive pressures and articulate Asana’s differentiating factors. - Identify risk early and navigate complex customer requests by effectively partnering with cross-functional groups such as Deal Desk, Sales Operations, Legal, Finance, Customer Success, and Sales Management to ensure customers realize value out of their investment in Asana. - Contribute to the design and implementation of efficient renewal processes, identifying and resolving inefficiencies. Qualifications - At least 3-5 years Renewals Experience: A proven track record of success and quota achievement in a renewal sales or related role. SaaS experience is a plus. - Customer Relationship Management: Exceptional ability to build and maintain strong customer relationships. - Communication Skills: Excellent verbal and written communication skills. Experienced in contract negotiations, value selling, discovery, and closing. Strong presentation skills and executive presence. - Analytical Skills: Maintain a forecast and have an analytical mindset to analyze data and identify trends. - Problem-solving Skills: Ability to identify and resolve issues related to renewals. - Knowledge of Asana Products: Familiarity with work management and the Asana platform. - Proficiency in relevant tools: Experience with quoting systems, contracting tools, and subscription management systems. - Understanding of ARR and Renewals: A deep understanding of these concepts. - Approaches work with empathy and a creative, problem-solving mindset. - Thrive in a continually evolving environment while balancing a book of business and customer satisfaction. - Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making. Benefits - 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.

• Establish Asana’s FSI partner motion for public sector, supporting AsanaGov across recruitment, onboarding, enablement, and ongoing performance management. • Build and own relationships with priority federal SIs; target, engage, and progress large, named FSIs (e.g., GDIT, Booz Allen, Raytheon) into productive partners. • Drive a cohesive sell-through model between FSIs, Carahsoft (our distributor), and Asana channel CPMs; align operating rhythms, workflows, and performance tracking. • Create and run scalable partner enablement: deliver training, stand up “better together” materials, guide partner portal access, and establish repeatable playbooks. • Collaborate with AsanaGov leaders and Product to align partner motions with roadmap, integrations, and field enablement needs. • Proactively surface misalignment and risks across partners and internal teams; gain consensus on actions and track to resolution. • Define year-one MBOs; establish KPIs, reporting cadences, and mechanisms to measure partner productivity and pipeline impact. • Contribute to job description, interview panel alignment, and process to rapidly staff and operationalize the motion.