Enterprise Sales Manager, Federal at Asana

Asana

US - Remote·1w ago

ManagerFull-timeGoAI

Salary Range

$115,600 - $156,400 /year

Estimated

This salary is estimated based on similar roles. The actual salary may vary.

About the Role

We are looking for an Enterprise Sales Manager to lead our Federal business at Asana. This role involves strategizing, leading, and implementing initiatives to energize business growth and scale our sales program, using your SaaS sales and sales management expertise. You will be instrumental in nurturing our field sales team and shaping our growth team's sales go-to-market strategy.

Key Responsibilities

→Lead, coach, and grow a remote team of Enterprise Account Executives, covering Asana’s Federal business
→Drive growth of net new logo acquisition and strategic expansion with named core federal accounts
→Build pipeline by developing repeatable plays across agencies, integrators, and mission use cases
→Drive our GTM playbook for Asana Gov Sales, including collaboration with the Asana Gov GM, revenue leadership, channel, solutions, etc.
→Build a scalable federal sales playbook across direct, partner, and systems integrator channels
→Establish executive-level relationships across agencies and prime contractors
→Engage in complex, multi-threaded federal opportunities
→Navigate procurement vehicles, contracting pathways, and compliance frameworks
→Orchestrate internal alignment across Legal, Security, Product, and Services to accelerate deal cycles
→Provide structured field feedback into the Asana Gov roadmap
→Help prioritize AI, workflow automation, and security features critical to federal adoption
→Act as a thought partner to executive leadership on federal growth strategy
→Coach on enterprise qualification (MEDDIC/Challenger), account planning, and executive engagement
→Build a culture of performance, ownership, and mission alignment
→Attract top federal sales talent as the team scales

Requirements

✓8-12+ years leading federal enterprise sales teams in SaaS or cloud platforms
✓Proven experience building a new federal business line (FedRAMP, IL4/5, etc)
✓Track record of scaling revenue from early traction to repeatable growth
✓Deep familiarity with federal procurement pathways (Prime/sub models, GWACs, IDIQs)
✓Strong relationships across agencies and federal systems integrators
✓Demonstrated success in a high-growth or scaling organization
✓Passion for coaching high-performing enterprise sellers
✓Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making