AI GTM Specialist

About the Role

We're looking for a commercially driven, AI-fluent sales professional to join Asana's AI GTM Specialist Team. 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 (standard in-office days are Monday, Tuesday, and Thursday; WFH options on Wednesdays and Fridays depending on team/work).

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.