AI GTM Specialist at Asana

Germany - RemoteFull-timeRemoteAI GTM Posted 11 days ago

About the Role

We're looking for a commercially driven, AI-fluent sales professional to join Asana's AI GTM Specialist Team. Our sales team is committed to customer centricity — understanding and meeting the unique needs of each customer by delivering exceptional value through tailored solutions and strategic partnerships. The AI GTM Specialist Team sits at the intersection of GTM strategy and product growth, operating as co-prime partners to our core Account Teams to drive ARR, adoption, and customer outcomes across Asana's AI product line.  In this role, you'll act as both a strategic operator and a product growth driver — embedded across key accounts and segments in your region, supporting the commercial motions that turn AI opportunity into closed revenue. You'll partner closely with core Account Executives, Solutions Engineers, and cross-functional teammates in Marketing, Product, and Field Readiness to shape how Asana's AI products scale.  This role can either be fully remote depending on where you live in Germany, or based in our Munich 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 <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Drive AI product ARR across your region by partnering directly with core Account Teams on AI Studio and AI Teammates deals — owning the commercial strategy, pitch co-development, and deal execution from discovery through close.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Act as a co-prime commercial partner on AI opportunities, contributing to internal call prep, ROI documentation, business case construction, and direct customer engagement. </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Translate customer needs and AI use cases into compelling commercial narratives — helping prospects and customers understand how Asana's AI solutions will transform the way their teams work and the measurable value they'll achieve.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Shape the regional AI GTM motion by contributing to sales plays, pipeline strategy, and forecasting — partnering with core Account Teams to identify, qualify, and accelerate AI opportunities across your assigned segments and accounts.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Build field enablement and autonomy across your regional sales organisation — delivering training, enablement sessions, and AI-focused content that equips core Account Teams to lead AI conversations independently.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Serve as a critical feedback loop between the field and Asana's Product, PMM, and R&D teams — translating customer insight, objections, and use case patterns into structured roadmap input that directly influences Asana's AI product direction.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Be the AI commercial voice for your region, helping leadership and cross-functional partners understand regional trends, opportunities, and risks.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Develop scalable assets and sales collateral — including pitch decks, ROI frameworks, and AI use case libraries — that extend your impact beyond the deals you directly touch.</li> </ul> About you: <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Brings 8+ years of experience in a commercial, customer-facing sales or overlay role — such as Account Executive, Sales Specialist, or similar — with a track record of influencing deals and driving revenue outcomes.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Understands AI concepts, LLMs, and generative AI well enough to translate their business value to a range of stakeholders, from end-users to C-suite.  </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Proven ability to develop and deliver compelling commercial narratives and pitch materials that connect product capabilities to customer pain points and ROI.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Comfortable operating in a fast-paced, high-growth environment with evolving priorities. </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Naturally collaborative and cross-functional — you know how to build trust, earn your place in the room, and amplify the people you support.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Brings strong analytical thinking to commercial conversations — comfortable building business cases, modelling ROI, and advising on pricing and packaging in partnership with the deal team.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Familiarity with work management software or SaaS sales is a plus, as is experience selling or positioning AI-powered products in a competitive landscape.</li> </ul> At Asana, we're committed to building teams that include a variety of backgrounds, perspectives, and skills, as this is critical to helping us achieve our mission. If you're interested in this role and don't meet every listed requirement, we still encourage you to apply. 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 estimated base salary range is between €109,900 - €129,500. 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: <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Mental health, wellness & fitness benefits</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Career coaching & support</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Inclusive family building benefits</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">Long-term savings or retirement plans</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 10pt;">In-office culinary options to cater to your dietary preferences </li> </ul> 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. #LI-Remote #LI-SA<div class="content-conclusion">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. <a class="LinkThemeablePresentation LinkPrimaryPresentation LinkPrimaryPresentation--sentimentSelected PrimaryLink HighlightSol HighlightSol--core HighlightSol--buildingBlock" href="https://www.gem.com/form?formID=fbcdec8c-3442-43b9-9b45-d2b5f4ea25db" target="_blank">Join Asana’s Talent Network</a> to stay up to date on job opportunities and life at Asana.</div>

About the Role

Related Roles