Head of Enterprise Sales, ANZ

Asana is seeking a dynamic and experienced Head of Enterprise Sales, ANZ to lead our enterprise pipeline generation and sales efforts across Australia and New Zealand. In this senior leadership role, you will own the full sales cycle for our Enterprise segment while also spearheading our Public Sector vertical, spanning government agencies and higher education institutions across the region.

You will build and scale a high-performing sales team, drive revenue growth, and partner closely with Sales Development, Channel Partnerships, Marketing, Customer Success, and Product to enable best-in-class team-selling that accelerates time to value and drives expansion in these key growth segments.

This role is based in our Sydney 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 Do:

• Lead, grow, and mentor a team of Enterprise Account Executives and Public Sector sales specialists across ANZ, fostering a culture of performance, accountability, and continuous development.
• Own and drive pipeline generation strategy and execution for the Enterprise segment and Public Sector vertical, ensuring consistent and predictable revenue growth.
• Develop and execute a comprehensive go-to-market strategy for ANZ enterprise, government, and higher education accounts, including territory planning, account segmentation, and prioritisation.
• Build and nurture C-suite and senior executive relationships within key enterprise accounts, government agencies, and higher education institutions, acting as a trusted advisor and strategic partner.
• Partner with Sales Development leadership to align on pipeline generation programs, prospecting strategy, and inbound/outbound motions that fuel consistent top-of-funnel activity across Enterprise and Public Sector.
• Collaborate with Channel Partnership leadership to develop and leverage partner ecosystems — including resellers, systems integrators, and advisory partners — to extend market reach, accelerate deal velocity, and drive team-selling across ANZ.
• Collaborate with the Marketing team to develop targeted campaigns, demand generation programs, and account-based marketing initiatives tailored to ANZ enterprise, government, and higher education buyers.
• Partner with the Customer Success organisation to ensure seamless onboarding, strong retention, and expansion revenue within the enterprise portfolio.
• Accurately forecast pipeline and revenue on a weekly, monthly, and quarterly basis, maintaining a healthy and well-qualified pipeline.
• Represent Asana at industry events, conferences, and executive forums across Australia and New Zealand.
• Provide market intelligence and customer feedback to inform product roadmap priorities and regional go-to-market strategy.
• Work with legal and deal desk teams to negotiate and close complex, multi-stakeholder enterprise agreements.

About You:

• 10+ years of enterprise software sales experience, with at least 3–5 years in a sales leadership role managing quota-carrying teams.
• Proven track record of building and scaling enterprise sales teams in the ANZ market, consistently meeting or exceeding revenue targets.
• Experience selling into the Australian and/or New Zealand public sector — including government agencies and higher education institutions — with familiarity with procurement frameworks, compliance requirements, and buying cycles.
• Deep understanding of enterprise SaaS sales motions, including complex deal cycles, multi-stakeholder navigation, and land-and-expand strategies.
• Strong executive presence with demonstrated ability to engage and influence C-suite stakeholders and senior government officials.
• Exceptional pipeline management, forecasting, and CRM hygiene (Salesforce preferred).
• A collaborative, data-driven leadership style with the ability to motivate and develop diverse, high-performing teams.
• Excellent communication, negotiation, and presentation skills.
• Demonstrated experience partnering with Sales Development and Channel Partnership teams to drive team-selling motions that improve pipeline quality, shorten sales cycles, and maximise expansion opportunities.
• Experience working cross-functionally with Marketing, Customer Success, Finance, and Legal teams to close strategic deals.
• Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making
• Experience in the work management, project management, or collaboration software space.
• Established network within ANZ enterprise accounts, government agencies, and/or higher education institutions.
• Familiarity with MEDDICC or other enterprise sales qualification methodologies.
• Experience navigating complex procurement and panel arrangements within Australian state, federal government, or university purchasing frameworks.

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 203,500 AUD - 230,000 AUD. 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 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.

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