Enterprise Sales Strategy and Operations

Asana has a big mission and even bigger opportunity: to empower all teams to do work together effortlessly. Some of the most innovative companies (Uber, Airbnb, Possible Health, and Overstock) are utilizing Asana to accelerate their mission and transform the culture of work within their organizations. What started as a freemium, bottoms-up sales model has blossomed into a 3-tiered model that incorporates freemium / self-serve + transactional sales + traditional enterprise selling. We’re also looking to replicate the success we’ve had in our newest market, Australia and New Zealand. In late 2018, we opened up our ANZ office. In 2019, we’re aiming to scale our efforts and presence there, fast. 

 

We’re looking for an experienced sales strategy & operations leader that can help drive Asana’s enterprise sales strategy in our biggest market - North America - while supporting the Australia / New Zealand GM on all things related to go-to market strategy. This is an opportunity with great cross-functional (CS, Marketing, Finance, Legal, Biz systems, Sales Enablement, product) and executive exposure, with potential to move into people management as the enterprise segment scales. 

 

What you might work on in your first year: 

Across Regions: 

  1. Strategic Planning for what enterprise sales looks like long-term
  2. Enterprise Sales Org Design
  3. Territory Planning, Quota Setting, Sales Compensation Design 
  4. Working with marketing to align on strategic enterprise campaigns 
  5. Aligning customer success, solutions engineering, and SDR teams to support aggressive enterprise initiatives
  6. Hiring junior analysts

 

ANZ Specific: 

  1. Experience of building something from 0 → 1; hyper-growth
  2. Supporting ANZ GM in all go-to market initiatives cross-functionally
  3. APAC Competitive Research 
  4. Sales Enablement support
  5. Provide feedback to internal teams in San Francisco - product, business systems, sales ops, business leadership, marketing on how to best serve the ANZ market 

 

Must-Haves

  • At least 5+ years relevant experience in sales strategy, finance, consulting, or in equivalent roles
  • Experience doing quantitative analysis, using Excel, and balancing data with intuition
  • Experience with tools such as Salesforce, a BI tool (we use Looker)
  • Ability and willingness to travel to Australia 1-2x a quarter
  • “Find a way” attitude - Entrepreneurial, problem-solving, resourceful
  • “Roll-up-your-sleeves” - Willingness and enthusiasm for building from the ground up
  • Egoless - An openness to give and receive constructive feedback from anyone
  • Can communicate laterally with peers in different departments across the organization 
  • Can communicate roadblocks and milestones and consult strategically to upper management
  • Ability to clearly articulate complex problems, processes, or data in a way a that most people can understand
  • High levels of integrity 
  • Empathy for sales reps
  • A Bachelor's degree in Economics or Finance 

 

Nice-to-Haves

  • Ability to work with our sales enablement lead to replicate sales enablement courses for the ANZ office 
  • Experience using SQL 
  • Ability to identify gaps or areas of improvement in our overall processes
  • Ability to coordinate and spearhead change management initiatives across the organization

 

Does the above sound like you? Then we’d love to hear from you. Our goal is to provide a hiring and working experience in which all people know they are equally respected and valued. So whatever it is that makes you unique—your gender identity or expression, sexual orientation, religion, ethnicity, age, citizenship, educational background, socioeconomic status—we value it, and we’d love to see what you might add to our team.


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