Head of Channel Strategy

We are seeking a strategic and analytically rigorous leader to serve as Head of Channel Strategy, responsible for defining annual plans, the in-year performance framework, and medium-term strategic priorities for Asana’s global Channel business

This role owns the strategic planning, forecasting, and performance framework for the Channel element of our Revenue organization. You will partner closely with Channel Leadership, Regional GMs, Finance, Revenue Strategy colleagues, to ensure the Channel motion is aligned with Asana’s broader GTM strategy and delivers predictable, scalable growth. This role focuses on strategy, planning, and performance insight for the Channel business rather than day-to-day operational program management.

You will report to the Global Head of Revenue Strategy and have one direct report.

Channel is an important element of Asana’s go-to-market strategy and a key lever for scalable growth across regions and segments. This role ensures that our Channel motion is supported by clear plans, strong performance governance, and data-driven strategic priorities.

As Head of Channel Strategy, you will help translate company growth objectives into actionable Channel plans, drive forecasting and performance insights, and identify initiatives that improve partner productivity and revenue contribution.

Working closely with Channel leadership and cross-functional partners across Revenue, Finance, and Operations, you will ensure the Channel business is well positioned to deliver predictable and sustainable growth.

This role is based in our Chicago 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 achieve

Create, communicate, and execute Channel plans, incorporating near-term opportunities as well as medium-term priorities

Utilize data to surface insights, assess the performance of the Channel Team, identify opportunities for improvement, and make recommendations to optimize impact

Define the medium-term strategic direction of Asana’s Channel business and translate this into actionable plans, including:

Partner segmentation

Coverage models

Incentive design

Capacity planning

Regional expansion

Lead the annual planning process for Channel elements of our business, ensuring alignment with company growth targets and regional priorities

Own the Channel forecasting framework and operating cadence to ensure forecast accuracy, transparency, and accountability

Define and evolve the performance framework for the Channel business, including key metrics such as partner attach rates, partner-sourced pipeline, productivity by partner tier, and contribution to regional bookings and retention

Act as a strategic advisor to the Global Head of Channel and broader Revenue leadership on performance, investment decisions and growth opportunities

Synthesize insights and recommendations into clear narratives for executive reviews, planning cycles, and business performance discussions

Identify, structure, and lead high-impact initiatives to increase the effectiveness and scale of the Channel motion

Develop and coach the team, setting clear goals and fostering a culture of collaboration and innovation

About You

10+ years of experience in strategy, operations, consulting, or similar roles within a SaaS enterprise environment with a focus on Channel

Experience leading or significantly contributing to annual planning, forecasting, or performance management processes for a revenue organization

Proven ability to work cross-functionally and act as a trusted advisor to executive stakeholders

Experience Managing Complex Projects End-to-end; From Inception Through Design To Execution And Measurable Impact

Strong analytical and data-driven mindset, with the ability to derive insights from complex datasets and translate them into actionable strategies

Strong commercial acumen with an understanding of SaaS revenue models, partner ecosystems, and the drivers of pipeline, bookings, and retention

Excellent communication and presentation skills, including the ability to simplify complex ideas and influence decision-making

Ownership mindset with a willingness to roll up your sleeves and develop creative solutions to ambiguous challenges

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

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.

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 $211,000 - $248,000. 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 Talent Acquisition Partner 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 Talent Acquisition Partner to learn more about the total compensation and benefits for this role.

About Us

Asana is a leading platform for human + AI collaboration. Millions of teams around the world rely on Asana to achieve their most important goals, faster. Asana has been named to Fortune's Best Workplaces for 7+ years and recognized by Fast Company, Forbes, and Gartner for excellence in workplace culture and innovation. We offer an exceptional office-centric culture while adopting the best elements of hybrid models to ensure that every one of our global team members can work together effortlessly. With 13+ offices all over the world, we are always looking for individuals who care about building technology that drives positive change in the world and a culture where everyone feels that they belong.

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