SMB Account Executive

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 Tokyo 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 requirement.

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:

• 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

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