Business Development Representative

We are hiring a Business Development Representative to spearhead our strategic growth initiatives within the Asana Enterprise customer segment. In this pivotal role, you will be tasked with architecting and executing multi-threaded engagement strategies to penetrate new contacts and departments across high-value target accounts. Your mission is to cultivate a robust pipeline by articulating Asana's value proposition, initiating complex sales cycles, and laying the foundation for expansive enterprise deployments.

Our sales team is focused on finding efficient paths to successful, profitable, long-term customers by building a user-driven marketing and sales engine. To do so, we employ a bottom-up enterprise sales model by helping many small, successful customers evolve into larger, successful ones. We act as a key voice of the customer to the product team. We help identify and overcome technical, educational, and competitive obstacles to our continued growth.

This role is based in our Chicago office with 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:

• Generate pipeline for enterprise account executives through persistent, high-volume outreach and create customized messaging to drive qualified opportunities and account expansion.
• Leverage a multi-channel outbound prospecting approach (outbound calling, email, LinkedIn Outreach etc.), developing and refining team sequences, templates, and messaging to build a repeatable, scalable process.
• Cultivate value-driven conversations with Director and VP-level personas across complex cross-functional teams and consistently create compelling messaging and events to achieve meeting goals.
• Develop a territory plan with AE and CSM based on account tier scoring to drive the highest ARR.
• Proactively update activity metrics, meetings, SQO, and pipeline on a weekly basis. Identify gaps between prospecting inputs and outputs.
• Effectively execute high-impact trials, meet SLA requirements, and leverage territory heat maps and buyer’s journey to triage target accounts with ABM strategy.
• Understand Asana use-cases, relevant workflows/processes, and ways that Asana can deliver value.

About you:

• At least 6-12 months of Sales or Sales Development experience.
• Familiarity with sales tools such as Salesforce, Outreach, ZoomInfo, and LinkedIn Navigator to network with potential customers and manage your book of business.
• Demonstrated success in driving outbound prospecting strategy and process to high-level personas and decision-makers to achieve pipeline goals.
• Passion for a career in technology and an ability to speak knowledgeably about the industry.
• Excellent writing and verbal communication skills, with a focus on persuasive messaging and the ability to tailor your communication style to different audiences.
• Strong collaboration skills, particularly in working with Account Executives and cross-functional teams to drive business outcomes.
• Clear communication, a deep sense of empathy, and a commitment to integrity.
• Demonstrated curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making.

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 estimated base salary range is between $65,800 - $72,800. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview process. The listed range above is a guideline, and the base salary range for this role may be modified.

In addition to base salary, your compensation package may include additional components such as equity, sales incentive pay (for most sales roles), and benefits. If you're interviewing for this role, speak with your Talent Acquisition Partner 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 Talent Acquisition Partner to learn more about the total compensation and benefits for this role.

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