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.
Drive our GTM playbook for Asana Gov Sales at Asana
Build a scalable federal sales playbook across direct, partner, and systems integrator channels
Establish executive-level relationships across agencies and prime contractors
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
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
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

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
Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making

Federal Sales Leader

Key skills