GTM Partner Acquisition & Development San Francisco

Asana; San Francisco, Northern (CA, KY); Hybrid; USD 255,000 - 296,000; Full time

Benefits offered by this job

Mental health benefits

Career coaching

Inclusive family benefits

Retirement plans

Culinary options in office

Job summary

Asana is seeking a Strategic Channel Partnerships Leader to accelerate growth through a global partner network. You will identify, recruit, and activate a new generation of GTM partners to extend our AI-powered Work Graph platform.

Based in San Francisco with a hybrid schedule, you will forge C‑level relationships, architect joint business plans, and align partner and direct sales to drive co‑selling and revenue.

Qualifications

• Experience in channel partnerships, partner development or strategic alliances within SaaS or enterprise software.
• Proven success recruiting and activating new partners from scratch.
• Familiar with GTM partner ecosystem (SIs, consultancies, technology advisors) and adjacent tech ecosystems.
• Ability to engage, advise, and present to partner C‑suite and senior leadership.

Responsibilities

• Develop and execute a strategic partner recruitment plan targeting GTM partners aligned to Asana's platform evolution.
• Identify, evaluate, and recruit partners with capabilities in sales, solutioning, consulting, change management, and services.
• Establish, grow, and advise C‑level and VP‑level relationships at target partners to position Asana's platform vision.
• Architect joint business plans with partners defining shared revenue goals, GTM strategy, and enablement plans.
• Drive tight field alignment between partner sellers and Asana's direct sales for seamless co‑selling and opportunity management.
• Collaborate cross‑functionally with marketing, partner programs, CS, and solutions engineering to build surround‑support for partners.
• Establish KPIs, scorecards, and QBR frameworks to track partner health and revenue contribution.

Skills

Channel partnerships

Partner development

Strategic alliances

Executive engagement

SaaS expertise

AI tools awareness

Tools

CRM systems

Salesforce

Marketing automation

Job description

The Channel and Ecosystems team is dedicated to accelerating Asana's growth and market reach through partnerships and fostering a thriving partner network. We build and nurture relationships with Channel Partners, Technology Partners, and Strategic Alliances to support Asana customers across geographies. In this GTM Partner Acquisition & Development role, you will be Asana's tip of the spear for identifying, recruiting, and activating a new generation of partners to drive our platform evolution from work management to an AI-powered operating system. You will turn promising strategic relationships into high-performing, revenue-generating partnerships across our global ecosystem.

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. If you're interviewing for this role, your recruiter will share more about the in-office requirements.

What you’ll achieve

• Develop and execute a strategic partner recruitment plan targeting a new generation of GTM partners aligned to Asana's platform evolution.
• Identify, evaluate, and recruit partners with proven capabilities in sales, technical solutioning, consulting, change management, and professional services.
• Establish, grow, and advise C-level and VP-level relationships at target partner organizations to position Asana's platform vision.
• Architect joint business plans defining shared revenue goals, go-to-market strategy, pipeline targets, and comprehensive enablement plans.
• Drive tight field alignment between partner sellers and Asana's direct sales team for seamless co-selling and opportunity management.
• Work cross-functionally with marketing, partner programs, customer success, and solutions engineering to build a surround-support model for partners.
• Establish clear KPIs, performance scorecards, and QBR frameworks to track partner health, pipeline contribution, and partner-sourced/influenced revenue.

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.
• Track record in channel partnerships, partner development, or strategic alliances within SaaS or enterprise software.
• Demonstrated success recruiting and activating new partners from scratch.
• Deep familiarity with the GTM partner ecosystem (SIs, consultancies, technology advisors) and adjacent technology ecosystems (e.g., Atlassian, Salesforce, ServiceNow, Microsoft).
• Strong executive presence with the ability to engage, advise, and present effectively to partner C-suites and senior leadership.
• Strong grasp of AI-powered SaaS platforms and the ability to internalize and evangelize Asana’s Work Graph® and platform capabilities.
• Collaborative mindset with experience working across marketing, sales, product, and customer success teams to drive growth.
• Data-driven approach with experience building partner scorecards, QBR frameworks, and performance dashboards.

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 achieve 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 $255,000 - $296,100. 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.

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.