Federal Sales Leader

Joining our Enterprise Sales Team at Asana means becoming part of a driven, entrepreneurial, and results-oriented group. Guided by our mission - helping humanity thrive by making all-team collaboration effortless - you will contribute to our success. As an Enterprise Sales Manager leading our Federal business, you'll strategize, lead, and implement initiatives to energize business growth and scale our sales program, using your SaaS sales and sales management expertise. Your responsibilities will render you instrumental in nurturing our field sales team and shaping our growth team's sales go-to-market strategy. This role is based in Washington, DC, with a current remote environment. We do plan to open a DC office, at which point we will shift to 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 Build & Scale Federal Revenue Lead, coach and grow a remote team of Enterprise Account Executives (largely DC based), 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. Shape the Federal GTM Motion Drive our GTM playbook for Asana Gov Sales at Asana, including substantial 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 Drive Strategic Deals 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 Influence Product & Strategy 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 Develop World-Class Talent 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 About you 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 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. If you're interested in this role and don't meet every listed requirement, we still encourage you to apply. 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 $365,000 - $430,000. The total OTE includes a base salary range of $182,500 - $215,000 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. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role. 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. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role. #LI-Hybrid #LI-BM 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. Join Asana’s Talent Network to stay up to date on job opportunities and life at Asana.