GTM Partner Acquisition & Development

The Channel and Ecosystems team is dedicated to accelerating Asana's growth and market reach through partnerships and fostering a thriving partner network. We build and nurture relationships with Channel Partners, Technology Partners, and Strategic Alliances to support Asana customers across geographies. In this GTM Partner Acquisition & Development role, you will be Asana's tip of the spear for identifying, recruiting, and activating a new generation of partners to drive our platform evolution from work management to an AI-powered operating system.

You will turn promising strategic relationships into high-performing, revenue-generating partnerships across our global ecosystem.

This role is based in our San Francisco 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.

• Develop and execute a strategic partner recruitment plan targeting a new generation of GTM partners aligned to Asana's platform evolution.
• Identify, evaluate, and recruit partners with proven capabilities in sales, technical solutioning, consulting, change management, and professional services.
• Establish, grow, and advise C-level and VP-level relationships at target partner organizations to position Asana's platform vision.
• Architect joint business plans defining shared revenue goals, go-to-market strategy, pipeline targets, and comprehensive enablement plans.
• Drive tight field alignment between partner sellers and Asana's direct sales team for seamless co-selling and opportunity management.
• Work cross-functionally with marketing, partner programs, customer success, and solutions engineering to build a surround-support model for partners.
• Establish clear KPIs, performance scorecards, and Q  frameworks to track partner health, pipeline contribution, and partner-sourced/influenced revenue.

• Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making.
• Track record in channel partnerships, partner development, or strategic alliances within SaaS or enterprise software.
• Demonstrated success recruiting and activating new partners from scratch.
• Deep familiarity with the GTM partner ecosystem (SIs, consultancies, technology advisors) and adjacent technology ecosystems (e.g., Atlassian, Salesforce, Service Now, Microsoft).
• Strong executive presence with the ability to engage, advise, and present effectively to partner C-suites and senior leadership.
• Strong grasp of AI-powered SaaS platforms and the ability to internalize and evangelize Asana’s Work Graph® and platform capabilities.
• Collaborative mindset with experience working across marketing, sales, product, and customer success teams to drive growth.
• Data-driven approach with experience building partner scorecards, Q  frameworks, and performance dashboards.

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.

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…