Enterprise Account Executive Interview Process at Asana

As a candidate for the Enterprise Account Executive position at Asana, I can provide a detailed look at the interview process, what to expect, and tips to succeed. The process is rigorous, as it evaluates both your sales and customer relationship management skills, as well as your ability to thrive in Asana’s collaborative culture.

1. Resume Screening and Initial Contact

The interview process begins with a resume screen, where the recruiter looks for your experience in enterprise sales and your success in closing large deals. Asana values candidates who have:

• A strong background in B2B sales, especially within the SaaS or tech industry.
• Proven experience working with C-level executives or enterprise-level clients.
• The ability to manage long sales cycles and large accounts, focusing on relationship building and strategic sales.

Once your resume is shortlisted, you’ll receive an email or call from the recruiter to discuss your background and interest in the role.

2. Recruiter Phone Screen

The recruiter phone screen lasts about 30-45 minutes and focuses on assessing:

• Why you’re interested in Asana: Be ready to explain why you want to work at Asana and how their product resonates with you. Understanding Asana’s mission—helping teams orchestrate their work efficiently—will help you articulate your enthusiasm.

• Sales experience: The recruiter will ask about your enterprise sales experience, especially how you’ve sold to large organizations and how you’ve managed relationships.

  Example question: “Tell me about your experience selling enterprise solutions to clients in the SaaS or collaboration space.”

  Another common question: “How do you approach a large, complex deal from prospecting to closing?”

• Deal size and complexity: Expect to discuss your quota, the types of deals you’ve worked on, and how you negotiate contracts.

3. Sales Interview with an Account Executive Manager

After passing the recruiter screen, you’ll have a sales interview with a hiring manager, usually an Account Executive Manager or a senior sales leader. This call typically lasts 60 minutes and focuses on:

Sales Pitch and Negotiation Skills:

You might be asked to do a mock sales pitch. This is where you present how you would approach a potential enterprise client using Asana’s products. Be prepared to:

• Demonstrate your ability to listen and identify client pain points.

• Show how Asana’s tools could provide a solution for enterprise clients.

• Handle objections (e.g., budget, competition, integration concerns).

  Close the deal: For example, you may be asked, “How would you close a deal with a potential client that’s hesitant to move forward?”

Experience with Large Accounts:

Expect behavioral questions related to managing complex deals.

Example question: “Describe a time when you managed an enterprise account through a long sales cycle. What strategies did you use to keep the client engaged?“

4. Onsite or Virtual Onsite

The next step is typically a full-day onsite interview (or virtual interview if remote). The onsite includes several rounds that focus on both technical knowledge and sales capabilities:

Technical and Product Knowledge:

You will likely be asked about Asana’s product and how you would present it to potential clients.

Example: “How would you explain the value of Asana’s workflow management tools to a large enterprise with multiple departments?”

You might be tested on your ability to demo the product, particularly focusing on how the tool can scale for enterprise customers.

Behavioral Sales Questions:

These questions assess your ability to handle various challenges in sales.

Example: “Tell us about a time you encountered a major objection from a potential client. How did you overcome it?”

Customer Retention:

Expect questions about maintaining long-term relationships with enterprise clients and handling contract renewals.

Example: “How do you ensure customer satisfaction and retention once the sale is closed?”

Sales Strategy and Process:

You’ll be asked about your approach to prospecting, qualifying leads, and closing deals.

Example: “How do you prioritize which accounts to focus on? Can you walk us through your sales process?“

5. Cultural Fit and Leadership Round

The final round typically involves meeting with a senior leader or someone from the leadership team. This part of the interview focuses on:

• Cultural alignment: Asana places a heavy emphasis on transparency, radical inclusion, and collaboration. Be prepared to discuss how you’ve worked in teams that value these principles and how you’ve contributed to a positive work environment.

  Example question: “How do you foster trust and collaboration with cross-functional teams, such as product or marketing, in the sales process?”

• Leadership ability: Although this role doesn’t involve direct management of a team, Asana still values leadership potential, especially in guiding clients through the decision-making process.

  Example: “How do you take ownership of the sales cycle, especially in a high-stakes enterprise environment?“

6. Offer and Negotiation

If you pass the final interviews, you’ll receive an offer. The compensation package includes:

• Base salary: Typically competitive within the SaaS sales industry, though this may vary by region.
• Commission and Bonus Structure: Based on performance and sales targets. Asana’s sales team typically works with a quota and incentive structure tied to revenue generation.
• Equity: Asana may offer stock options as part of the compensation package.
• Benefits: Asana offers a robust benefits package, including mental health support, wellness programs, and career coaching.

---

Key Preparation Tips

• Know Asana’s Product: Be prepared to discuss how Asana’s products can help enterprise teams streamline their workflow and improve collaboration. Familiarize yourself with the Enterprise features like custom fields, security, and integrations.

• Understand the Enterprise Sales Process: Brush up on how to manage a long sales cycle, handle objections, and work with C-level executives.

• Prepare Real Examples: Asana values authenticity, so prepare examples from your experience where you’ve handled complex deals, navigated challenges, and contributed to team success.

• Demonstrate Your Values: Be ready to discuss how you align with Asana’s focus on collaboration, growth, and inclusion in your sales approach.