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.
This role is based in our Dublin office with an office-centric hybrid schedule. 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:
- Own and grow your book of business: Manage a diverse portfolio of SMB accounts, balancing retention, adoption, and new revenue opportunities.
- Drive adoption and expansion: Increase product engagement, identify growth opportunities, and deliver incremental ARR across your accounts.
- Prioritize for impact: Segment your accounts and develop tailored Account Plans for high-propensity prospects.
- Prospect with purpose: Run persona-based and vertical-specific outbound motions targeting self-serve and white-space accounts.
- Convert inbound demand: Qualify and close opportunities generated by marketing and SDR teams.
- Run the full sales cycle: From discovery and solution mapping to negotiating commercial terms and closing deals.
- Forecast with accuracy: Maintain weekly, monthly, and quarterly forecasts with a high degree of precision.
- Collaborate for success: Partner with Sales Programs, Marketing, and Customer Success to execute coordinated plays and deliver a best-in-class customer journey.
About you:
- Fluency in English and German
- 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.
- Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making.
What we’ll offer:
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 €103,000 - €112,000. The total OTE includes a base salary range of €56,650 - €61,600 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.
In addition, your compensation package may include additional components such as equity and benefits. If you're interviewing for this role, speak with your recruiter 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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About us
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.
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