AI GTM Specialist

<p id="p-rc_e5a03211173e7566-174" data-path-to-node="0"><span data-path-to-node="0,0">We're looking for a commercially driven, AI-fluent sales professional to join Asana's AI GTM Specialist Team</span><span data-path-to-node="0,2">. Our sales team is committed to understanding and meeting the unique needs of each customer by delivering exceptional value through tailored solutions and strategic partnerships</span><span data-path-to-node="0,4">. The AI GTM Specialist Team acts as the overlay commercial subject matter expert for Agentic Work Management—the foundation that makes Asana the operating system for Human-Agent Teams. Operating as a specialist overlay to core Account Teams, you will partner intentionally on critical deals, scale expertise across regions through enablement and playbooks, and serve as a dedicated hands-on partner to Account Executives to drive AI product revenue</span><span data-path-to-node="0,6">.</span></p> <p id="p-rc_e5a03211173e7566-175" data-path-to-node="1"><span data-path-to-node="1,0">Th<span class="citation-12158 citation-12159 citation-end-12159">is role is based in our San Francisco office with an office-centric hybrid schedule</span></span><span data-path-to-node="1,2"><span class="citation-12156 citation-12157 citation-end-12157">. The standard in-office days are Monday, Tuesday, and Thursday</span></span><span data-path-to-node="1,4"><span class="citation-12154 citation-12155 citation-end-12155">. Most Asanas have the option to work from home on Wednesdays</span></span><span data-path-to-node="1,6"><span class="citation-12152 citation-12153 citation-end-12153">. Working from home on Fridays depends</span><span class="citation-12152 citation-end-12152"> on the type of work you do and the teams with which you partner</span></span><span data-path-to-node="1,8"><span class="citation-12151 citation-end-12151">. If you're interviewing for th</span>is role, your recruiter will share more about the in-office requirements</span><span data-path-to-node="1,10">.</span></p> <h3 data-path-to-node="2">What you’ll achieve</h3> <ul data-path-to-node="3"> <li> <p id="p-rc_e5a03211173e7566-176" data-path-to-node="3,0,0"><span data-path-to-node="3,0,0,0"><strong data-path-to-node="3,0,0,0" data-index-in-node="0">Drive AI product revenue across your region:</strong> 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</span><span data-path-to-node="3,0,0,2">.</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-177" data-path-to-node="3,1,0"><span data-path-to-node="3,1,0,0"><strong data-path-to-node="3,1,0,0" data-index-in-node="0">Serve as commercial subject matter expert:</strong> Advise account teams and customers on positioning, packaging, pricing strategy, and ROI across AI Studio, AI Teammates, Dash, and Stack AI</span><span data-path-to-node="3,1,0,2">.</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-178" data-path-to-node="3,2,0"><span data-path-to-node="3,2,0,0"><strong data-path-to-node="3,2,0,0" data-index-in-node="0">Lead commercial NPI:</strong> Build initial talk tracks, qualification guidance, and pitch materials for new AI products moving from launch to scale</span><span data-path-to-node="3,2,0,2">.</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-179" data-path-to-node="3,3,0"><span data-path-to-node="3,3,0,0"><strong data-path-to-node="3,3,0,0" data-index-in-node="0">Align with frontline sales managers:</strong> Partner closely with sales leadership and Account Executives in forecast calls, pipeline reviews, and team meetings to elevate regional AI fluency</span><span data-path-to-node="3,3,0,2">.</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-180" data-path-to-node="3,4,0"><span data-path-to-node="3,4,0,0"><strong data-path-to-node="3,4,0,0" data-index-in-node="0">Build deals for speed to value:</strong> Help customers identify high-impact AI use cases, run structured proof-of-value pilots, and establish ROI metrics prior to deal close</span><span data-path-to-node="3,4,0,2">.</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-181" data-path-to-node="3,5,0"><span data-path-to-node="3,5,0,0"><strong data-path-to-node="3,5,0,0" data-index-in-node="0">Represent Asana’s AI vision:</strong> Present AI strategy to senior and C-level executives, connecting Asana’s roadmap to customer digital transformation goals</span><span data-path-to-node="3,5,0,2">.</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-182" data-path-to-node="3,6,0"><span data-path-to-node="3,6,0,0"><strong data-path-to-node="3,6,0,0" data-index-in-node="0">Provide field feedback:</strong> Act as a critical feedback loop to Product, Product Marketing, and R&amp;D teams by translating customer insights and objections into actionable product input</span><span data-path-to-node="3,6,0,2">.</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-183" data-path-to-node="3,7,0"><span data-path-to-node="3,7,0,0"><strong data-path-to-node="3,7,0,0" data-index-in-node="0">Serve as the regional commercial voice:</strong> Provide leadership with visibility into regional AI trends, opportunities, and risks</span><span data-path-to-node="3,7,0,2">.</span></p> </li> </ul> <h3 data-path-to-node="4">About you</h3> <ul data-path-to-node="5"> <li> <p id="p-rc_e5a03211173e7566-184" data-path-to-node="5,0,0"><span data-path-to-node="5,0,0,0">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 data-path-to-node="5,0,0,2">.</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-185" data-path-to-node="5,1,0"><span data-path-to-node="5,1,0,0">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</span><span data-path-to-node="5,1,0,2">.</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-186" data-path-to-node="5,2,0"><span data-path-to-node="5,2,0,0">Strong fluency in AI concepts (LLMs, agents, context management, MCPs, generative AI) and the ability to translate technical value into business ROI</span><span data-path-to-node="5,2,0,2">.</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-187" data-path-to-node="5,3,0"><span data-path-to-node="5,3,0,0">Proven track record of developing compelling commercial narratives and pitch materials aligned to customer pain points</span><span data-path-to-node="5,3,0,2">.</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-188" data-path-to-node="5,4,0"><span data-path-to-node="5,4,0,0">Executive presence with confidence leading strategic workshops and presenting AI strategy to C-suite stakeholders</span><span data-path-to-node="5,4,0,2">.</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-189" data-path-to-node="5,5,0"><span data-path-to-node="5,5,0,0">Analytical approach to commercial deal structures, ROI modeling, pricing, and packaging</span><span data-path-to-node="5,5,0,2">.</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-190" data-path-to-node="5,6,0"><span data-path-to-node="5,6,0,0">Experience building scalable enablement assets and delivering training to<span class="citation-12150 citation-end-12150"> sales teams</span></span><span data-path-to-node="5,6,0,2"><span class="citation-12149 citation-end-12149">.</span></span></p> </li> <li> <p id="p-rc_e5a03211173e7566-191" data-path-to-node="5,7,0"><span data-path-to-node="5,7,0,0"><span class="citation-12148 citation-end-12148">Adaptability in fast-paced environments with evolving priorities and new product introductions</span></span><span data-path-to-node="5,7,0,2"><span class="citation-12147 citation-end-12147">.</span></span></p> </li> <li> <p id="p-rc_e5a03211173e7566-192" data-path-to-node="5,8,0"><span data-path-to-node="5,8,0,0"><span class="citation-12146">Collaborative mindset with strong c</span><span class="citation-12145 citation-12146 citation-end-12146">ross-functional partnership skills across sales and technical teams</span></span><span data-path-to-node="5,8,0,2"><span class="citation-12143 citation-12144 citation-end-12144">.</span></span></p> </li> </ul> <p id="p-rc_e5a03211173e7566-193" data-path-to-node="6"><span data-path-to-node="6,0"><span class="citation-12141 citation-12142 citation-end-12142">At Asana, we're com</span><span class="citation-12141">mitted to building teams that include a variety of background</span><span class="citation-12139 citation-12140 citation-12141 citation-end-12141">s, perspectives, and skills, as this is critical to helping us ach</span><span class="citation-12139 citation-12140 citation-end-12140">ieve our mission</span></span><span data-path-to-node="6,2"><span class="citation-12137 citation-12138 citation-end-12138">. If you're interested in this role and don't meet every listed requirement, we still encourage you to apply</span></span><span data-path-to-node="6,4"><span class="citation-12136 citation-end-12136">.</span></span></p> <h3 data-path-to-node="7"><span class="citation-12135 citation-end-12135">What we’ll offer</span></h3> <p data-path-to-node="7"><span data-path-to-node="8,0"><span class="citation-12134 citation-end-12134">Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our miss</span>ion</span><span data-path-to-node="8,2">. We believe that compensation should be reflective of the value you create relative to the market value of your role</span><span data-path-to-node="8,4">. 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</span><span data-path-to-node="8,6">.</span>&nbsp;</p> <h4 id="p-rc_e5a03211173e7566-204" data-path-to-node="7"></h4> <p id="p-rc_e5a03211173e7566-195" data-path-to-node="9"><span data-path-to-node="9,0">For this role, the On-Target Earnings (OTE) range is $290,000 - $330,000</span><span data-path-to-node="9,2">. The total OTE includes a base salary range of $203,000 -$231,000 and performance-based sales incentive pay (based on the terms of the Sales Incentive Plan)</span><span data-path-to-node="9,4">. These ranges are a guideline; actual base salary and OTE may vary based on vari<span class="citation-12132 citation-12133 citation-end-12133">ous factors, including market and individual qualifications objectively assessed during the interview process, and the ranges for this role may be modified</span></span><span data-path-to-node="9,6"><span class="citation-12130 citation-12131 citation-end-12131">.</span></span></p> <p id="p-rc_e5a03211173e7566-196" data-path-to-node="10"><span data-path-to-node="10,0"><span class="citation-12128 citation-12129 citation-end-12129">In addition, your compensation package ma</span><span class="citation-12128 citation-end-12128">y include additional</span> components such as equity and benefits</span><span data-path-to-node="10,2">. <span class="citation-12127 citation-end-12127">If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role</span></span><span data-path-to-node="10,4"><span class="citation-12126 citation-end-12126">.</span></span></p> <p id="p-rc_e5a03211173e7566-205" data-path-to-node="11"><span class="citation-12125 citation-end-12125">We strive to provide equitable and competitive benefits packages that support our employees</span> worldwide and include:</p> <p>&nbsp;</p> <ul data-path-to-node="12"> <li> <p id="p-rc_e5a03211173e7566-197" data-path-to-node="12,0,0"><span data-path-to-node="12,0,0,0">Mental health, wellness &amp; fitness benefits</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-198" data-path-to-node="12,1,0"><span data-path-to-node="12,1,0,0">Career coaching &amp; support</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-199" data-path-to-node="12,2,0"><span data-path-to-node="12,2,0,0">Inclusive family building benefits</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-200" data-path-to-node="12,3,0"><span data-path-to-node="12,3,0,0">Long-term savings or retirement plans</span></p> </li> <li> <p id="p-rc_e5a03211173e7566-201" data-path-to-node="12,4,0"><span data-path-to-node="12,4,0,0">In-office culinary options to cater to your dietary preferences</span></p> </li> </ul> <p id="p-rc_e5a03211173e7566-202" data-path-to-node="13"><span data-path-to-node="13,0">These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations</span><span data-path-to-node="13,2">. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role</span><span data-path-to-node="13,4">.</span></p> <p id="p-rc_e5a03211173e7566-203" data-path-to-node="14"><span data-path-to-node="14,0">#LI-Hybrid</span></p><div class="content-conclusion"><p><strong>About us</strong></p> <p data-pm-slice="1 1 []">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.</p> <div class="TypographyPresentation_31345133_root TypographyPresentation_31345133_root--medium RichText3-paragraph--withVSpacingNormal RichText3-paragraph HighlightSol_1625403506_highlightSol HighlightSol_1625403506_buildingBlock" style="text-align: left;">We believe in supporting people to do their best work and thrive. Our goal is to ensure that Asana upholds an environment where all people feel that they are respected and valued, whether they are applying for an open position or working at the company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.</div> <p data-pm-slice="1 1 []"><strong><a class="LinkThemeablePresentation LinkPrimaryPresentation LinkPrimaryPresentation--sentimentSelected PrimaryLink HighlightSol HighlightSol--core HighlightSol--buildingBlock" href=" target="_blank">Join Asana’s Talent Network</a></strong>&nbsp;to stay up to date on job opportunities and life at Asana.</p></div>