Enterprise Sales Manager, Federal

Asana is a leading platform for human + AI collaboration, and they are seeking an Enterprise Sales Manager to lead their Federal business. This role involves strategizing and implementing initiatives to drive business growth, manage a remote sales team, and develop a scalable sales playbook for federal accounts.

Responsibilities:

• 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, including substantial collaboration with the Asana Gov GM, revenue leadership, channel, solutions, etc
• 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

Requirements:

• 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