SMB Account Executive, Client Management

About the role

Own the full sales cycle for agency and professional services buyers, from prospecting through close. Build pipeline through outbound to a named book across primary verticals: Advertising & Marketing, Media, Digital Services, Design & Creative, and PR. Convert inbound PQLs from the self-serve trial population with rapid, context-aware responses referencing specific in-product behavior. Run multi-threaded outbound to COOs, Heads of Delivery, and Heads of Client Services using tailored, signal-based outreach. Work a mix of existing Asana customers expanding into ACM and net-new accounts displacing competitors in fast-paced deal cycles. Partner with the solutions engineer in your pod for technical demos, platform configuration, and multi-stakeholder deals. Feed discovery learnings back to the product and go-to-market teams to help shape how ACM is positioned at scale. Document what works and build the playbook the broader SMB team runs on.

Responsibilities

• Own the full sales cycle for agency and professional services buyers, from prospecting through close.
• Build pipeline through outbound to a named book across primary verticals: Advertising & Marketing, Media, Digital Services, Design & Creative, and PR.
• Convert inbound PQLs from the self-serve trial population with rapid, context-aware responses referencing specific in-product behavior.
• Run multi-threaded outbound to COOs, Heads of Delivery, and Heads of Client Services using tailored, signal-based outreach.
• Work a mix of existing Asana customers expanding into ACM and net-new accounts displacing competitors in fast-paced deal cycles.
• Partner with the solutions engineer in your pod for technical demos, platform configuration, and multi-stakeholder deals.
• Feed discovery learnings back to the product and go-to-market teams to help shape how ACM is positioned at scale.
• Document what works and build the playbook the broader SMB team runs on.

Requirements

Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making. 2+ years of quota-carrying SaaS sales with consistent performance in the €5K–€25K ACV range. Understanding of AI LLMs and GPTs, and ability to articulate their business applications. Experience selling to COOs, operations leaders, or delivery heads at professional services firms who care deeply about margin and capacity. Strong discovery instincts with the ability to map out how work moves from a client request into production. Able to explain why AI operating on a client-portal trigger layer is structurally different from operator-initiated tools. Proven ability to run multi-threaded deals across two to three personas at the same account. Proficiency with Salesforce, Outreach (or equivalent), and Sales Navigator. Preferred: Experience with incubation or early-stage go-to-market, familiarity with the agency technology landscape (PSA tools, project management, etc.), and a background in competitive displacement.

Qualifications

• Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making.
• 2+ years of quota-carrying SaaS sales with consistent performance in the €5K–€25K ACV range.
• Understanding of AI LLMs and GPTs, and ability to articulate their business applications.
• Experience selling to COOs, operations leaders, or delivery heads at professional services firms who care deeply about margin and capacity.
• Strong discovery instincts with the ability to map out how work moves from a client request into production.
• Able to explain why AI operating on a client-portal trigger layer is structurally different from operator-initiated tools.
• Proven ability to run multi-threaded deals across two to three personas at the same account.
• Proficiency with Salesforce, Outreach (or equivalent), and Sales Navigator.
• PREFERRED: Experience with incubation or early-stage go-to-market, familiarity with the agency technology landscape (PSA tools, project management, etc.), and a background in competitive displacement.

Skills

• Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making.
• Understanding of AI LLMs and GPTs, and ability to articulate their business applications.
• Experience selling to COOs, operations leaders, or delivery heads at professional services firms who care deeply about margin and capacity.
• Strong discovery instincts with the ability to map out how work moves from a client request into production.
• Able to explain why AI operating on a client-portal trigger layer is structurally different from operator-initiated tools.
• Proven ability to run multi-threaded deals across two to three personas at the same account.
• Proficiency with Salesforce, Outreach (or equivalent), and Sales Navigator.
• PREFERRED: Experience with incubation or early-stage go-to-market, familiarity with the agency technology landscape (PSA tools, project management, etc.), and a background in competitive displacement.

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

Pay

On Target Earnings (OTE) range: $125,000 - $152,000.
The total OTE includes a base salary range of $62,500 - $76,000 and performance-based sales incentive pay (based on the terms of the Sales Incentive Plan).

Schedule

Standard in-office days are Monday, Tuesday, and Thursday. Most Asanas have the option to work from home on Wednesday. Working from home on Fridays depends on the type of work you do and the teams with which you partner.