Account Executive, Enterprise, DACH

We are entering a new era of work — one where AI agents collaborate alongside people to plan, act, and deliver outcomes at a scale and speed that wasn't possible before. At Asana, we call this Agentic Work Management: the orchestration of humans and AI agents toward shared goals, with full clarity on who is responsible for what, every step of the way. As a Corporate Account Executive, you will be at the forefront of this shift. You won't just be selling software — you'll be helping DACH organisations understand and solve their most pressing work management challenges, and guiding them toward a future where their teams and AI agents move together with purpose and trust. This role is based in our Munich 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 * Lead with Discovery: Open every engagement with genuine curiosity to uncover hidden friction, misaligned priorities, and coordination failures that cost customers time, money, and trust. * Surface Real Pain: Ask the questions that reveal deep operational challenges—not just the stated need—so that solutions you propose are anchored in what actually matters to the business. * Map Stakeholder Motivations: Map stakeholder motivations from frontline teams to the C-suite, identifying where the greatest leverage lies for transformative change. * Drive Customer Outcomes: Manage a portfolio of corporate customers with a relentless focus on measurable business impact and outcomes that your champions can proudly report upward. * Expand Account Revenue: Hunt and develop new business within your book while deepening relationships across existing accounts, expanding usage into new teams and departments. * Engage Executive Leadership: Engage executive and IT stakeholders to align on organisation-wide deployment of Asana, making it the connective tissue between human decision-making and AI-driven execution. * Territory Strategy Execution: Design and execute a clear quarterly territory strategy aimed at revenue growth and long-term customer success. * Build Trust in Collaboration: Help customers envision and confidently adopt a new way of working where AI agents are trusted teammates with clearly defined roles. * Articulate Platform Value: Articulate how Asana's Agentic Work Management platform provides the structure, accountability, and transparency needed to make human-AI collaboration reliable and scalable. * Champion Ownership Shifts: Champion the shift from activity-based work to outcome-based work, showing how clarity of ownership accelerates what organisations can achieve. * Guide AI Adoption: Act as a credible, empathetic guide for customers who are excited about AI's potential but uncertain about where to start, building the safety needed to take bold steps forward. * Orchestrate Internal Partnerships: Collaborate closely with Sales, Marketing, Solutions Engineering, and Customer Success to orchestrate seamless, high-value customer journeys. * Pioneer Sales Innovation: Experiment with new approaches and share what works, scaling regional innovations globally. ABOUT YOU * Consultative seller who leads with questions before answers, building long-term revenue on trust and customer success. * Fluency in written and spoken German and English, communicating with precision and warmth in both. * Proven ability to run a structured, repeatable sales process (e.g., MEDDPICC, Sandler, Challenger) with discipline from first call to close. * Track record of building your own pipeline through proactive prospecting rather than relying on inbound leads. * Deep skill in discovery, possessing the ability to listen past the surface, ask uncomfortable questions with care, and connect pain to possibility. * Experience managing complex, multi-stakeholder corporate or enterprise sales cycles end-to-end. * High emotional intelligence, building trust quickly, navigating ambiguity calmly, and treating every customer interaction as a long-term investment. * Proactive, accountable, and outcome-oriented demeanor, setting clear goals and executing with rigour. * 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 €150,000 – €190,000. The total OTE includes a base salary range of €82,500 – €104,500 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 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.

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day. Smartsheet seeks a highly accomplished Enterprise Account Executive to drive significant revenue growth within a select portfolio of large enterprise accounts (5,000+ employees) while also acquiring new customer logos. This strategic role focuses on deepening existing customer relationships and expanding Smartsheet's footprint within these key accounts. You will develop and execute comprehensive account plans, drive cross-selling opportunities, and land new departments across the enterprise. You will have a history of exceeding quota attainment and winning new customer accounts. This is a highly impactful role for a motivated and results-oriented sales professional who thrives in a collaborative environment and excels at building long-term customer partnerships. You will work on a hybrid basis from Munich, Germany and will be reporting to the Regional Director, DACH Sales. You Will: * Exceed quarterly and annual software and services sales quotas by driving expansion sales within a portfolio of accounts that are in early-stage maturity with Smartsheet * Lead primary and secondary account teams by partnering with Sales Engineering, Consulting, Customer Success, Marketing and Sales Development * Qualify inbound leads and run new business sales cycles from end to end * Acquire new business for Smartsheet by selling our full suite of products/services/solutions * Develop short and long-term growth and renewal strategies across your customer base * Execute complex, high-value solution-based sales processes * Develop & execute strategic account plans for less than 30 enterprise accounts (5,000+ employees) * Drive revenue growth through cross-selling, upselling, and landing new departments * Build & maintain strong, long-term customer relationships at all levels * Lead & collaborate with cross-functional teams (Sales Engineering, Consulting, Customer Success, Marketing) * Manage & close complex sales cycles, including needs analysis, solution design, and contract negotiation * Accurately forecast sales opportunities and track key performance indicators (KPIs) * Leverage Smartsheet and other sales tools to manage accounts and track progress * Champion Smartsheet's values and contribute to a positive & collaborative team environment * Perform other duties as assigned You Have: * 5+ years of successful enterprise software sales experience with a proven track record of exceeding quotas * Experience using MEDDICC and solution selling methodologies * Demonstrated experience building & maintaining strong, long-term customer relationships at the executive level within large enterprise accounts * Proven ability to drive cross-selling and land new departments within existing customer organizations * Experience of working with partners for resale and implementation * Expertise in developing and executing complex sales cycles and closing large, strategic deals * Strong understanding of SaaS business models and the competitive landscape * Proficiency in CRM systems (e.g., Salesforce) and other sales productivity tools * Excellent communication, presentation, and interpersonal skills * Strong analytical & problem-solving skills * Bachelor's degree or equivalent experience * Fluency in German & English is required * Legally eligible to work in Germany on an ongoing basis Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity. DE Base Salary Pay Range €82,500 - €102,500 EUR   Get to Know Us: At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together. Equal Opportunity Employer: Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, India, and Singapore. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.  If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.   #LI-Remote