Federal Sales Leader
About The Position
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.
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
Responsibilities
- 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
Benefits
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
