SMB Account Executive

The Small and Medium Business (SMB) segment is the growth engine on top of Asana’s Product-Led Growth (PLG) motion. We partner with customers to build the coordination layer between humans + AI that enables the world’s SMBs to work smarter & grow faster As an SMB Account Executive, you’ll own a dynamic book of business, driving both expansion and new acquisition through a combination of strategic account management, outbound prospecting, and inbound opportunity conversion.

If you’re energized by helping customers unlock their potential, thrive in a fast-paced, high-growth environment, and want to be part of a team that turns early wins into lasting partnerships, this role is for you. You’ll enable the world’s SMBs to achieve outsized impact, then guide them as they grow.

What you'll achieve:

• Manage a diverse portfolio of SMB accounts, balancing retention, adoption, and new revenue opportunities.
• Increase product engagement, identify growth opportunities, and deliver incremental ARR across your accounts.
• Segment your accounts and develop tailored Account Plans for high-propensity prospects.
• Run persona-based and vertical-specific outbound motions targeting self-serve and white-space accounts.
• Qualify and close opportunities generated by marketing and SDR teams.
• From discovery and solution mapping to negotiating commercial terms and closing deals.
• Maintain weekly, monthly, and quarterly forecasts with a high degree of precision.
• Partner with Sales Programs, Marketing, and Customer Success to execute coordinated plays and deliver a best-in-class customer journey.

About you:

• 1+ years of closing experience in a high-velocity sales motion, or strong Sales Development experience with quota attainment
• Consistently meet or exceed targets in previous roles.
• Comfortable operating in a product-led or sales-assisted model.
• Skilled at targeting by persona, industry, and use case to generate high-quality pipeline.
• Able to negotiate terms, handle objections, and clearly articulate Asana’s value proposition.
• Proficient with Salesforce, Outreach, Clari, and LinkedIn Sales Navigator; disciplined in pipeline management and forecasting.
• Understands the SMB buyer journey and can tailor messaging to resonate with different functions (e.g., Marketing, Sales, IT, Operations)
• Thrives in fast-paced environments, learns quickly, and proactively seeks out opportunities to improve.
• Second language is preferable

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 estimated base salary range is between €56,650.00- €63,250.00. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview process. The listed range above is a guideline, and the base salary range for this role may be modified.

In addition to base salary, your compensation package may include additional components such as equity, sales incentive pay (for most sales roles), and benefits. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.

We strive to provide equitable and competitive benefits packages that support our employees worldwide and include:

• 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

These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.

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