AI GTM Specialist

Decisive Point; San Francisco (CA); Hybrid; USD 203,000 - 330,000; Full time

Benefits offered by this job

Mental health benefits

Career coaching

Inclusive family building benefits

Long-term savings/retirement plans

In-office dining options

Job summary

Asana is seeking a commercially driven, AI-fluent sales professional to join the AI GTM Specialist Team in San Francisco, operating in a hybrid, office-centered model with in-office days on Mon/Tue/Thu and optional Wed/Fridays.

You will partner with Account Executives to drive AI product revenue, lead on commercial strategy, build compelling pitch materials, and align with leadership to accelerate regional AI growth. The role offers a substantial OTE and equity potential.

Qualifications

• 8+ years in a commercial, customer-facing sales or overlay role with a track record of driving revenue.
• Strong fluency in AI concepts (LLMs, agents, context management, MCPs, generative AI) and translating technical value into business ROI.
• Proven ability to develop compelling commercial narratives and pitch materials aligned to customer pain points.

Responsibilities

• Drive AI product revenue across your region in partnership with Account Executives.
• Advise on positioning, packaging, pricing strategy, and ROI across AI Studio, AI Teammates, Dash, and Stack AI.
• Lead commercial NPI: create talk tracks, guidance, and pitch materials for new AI products.
• Collaborate with sales managers on forecast calls, pipeline reviews, and team meetings.
• Build deals for speed to value by identifying high‑impact AI use cases and ROI metrics.
• Present AI strategy to senior executives and tie Asana roadmap to customer goals.
• Provide field feedback to Product, Marketing, and R&D based on customer insights.

Skills

AI concepts fluency

Sales experience

Executive presence

ROI storytelling

Job description

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 understanding and meeting the unique needs of each customer by delivering exceptional value through tailored solutions and strategic partnerships. 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.

This role is based in our San Francisco 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.

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.

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.

What you’ll achieve

• Drive AI product revenue across your region: 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.
• Serve as commercial subject matter expert: Advise account teams and customers on positioning, packaging, pricing strategy, and ROI across AI Studio, AI Teammates, Dash, and Stack AI.
• Lead commercial NPI: Build initial talk tracks, qualification guidance, and pitch materials for new AI products moving from launch to scale.
• Align with frontline sales managers: Partner closely with sales leadership and Account Executives in forecast calls, pipeline reviews, and team meetings to elevate regional AI fluency.
• Build deals for speed to value: Help customers identify high‑impact AI use cases, run structured proof‑of‑value pilots, and establish ROI metrics prior to deal close.
• Represent Asana’s AI vision: Present AI strategy to senior and C‑level executives, connecting Asana’s roadmap to customer digital transformation goals.
• Provide field feedback: Act as a critical feedback loop to Product, Product Marketing, and R&D teams by translating customer insights and objections into actionable product input.
• Serve as the regional commercial voice: Provide leadership with visibility into regional AI trends, opportunities, and risks.

About You

• Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision‑making.
• 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.
• Strong fluency in AI concepts (LLMs, agents, context management, MCPs, generative AI) and the ability to translate technical value into business ROI.
• Proven track record of developing compelling commercial narratives and pitch materials aligned to customer pain points.
• Executive presence with confidence leading strategic workshops and presenting AI strategy to C‑suite stakeholders.
• Analytical approach to commercial deal structures, ROI modeling, pricing, and packaging.
• Experience building scalable enablement assets and delivering training to sales teams.
• Adaptability in fast‑paced environments with evolving priorities and new product introductions.
• Collaborative mindset with strong cross‑functional partnership skills across sales and technical teams.

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 $290,000 - $330,000. 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). 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.

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.

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.

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.