Mid-Market Account Executive – Expense
| Company | Navan |
|---|---|
| Location | Palo Alto, CA, USA, San Francisco, CA, USA |
| Salary | $168000 – $260000 |
| Type | Full-Time |
| Degrees | |
| Experience Level | Mid Level, Senior |
Requirements
- 4+ years of full-cycle SaaS sales experience with a track record of outperforming quota
- Experience selling to Finance, Accounting, or Procurement stakeholders—or a complex product that requires multi-threading and metric-supported business case creation
- Strong command of outbound prospecting and account planning within a defined customer base
- Ability to execute complex, multi-threaded deal cycles involving multiple stakeholders across varying levels of seniority
- Highly organized and capable of managing a large pipeline of opportunities across different stages and timelines
- Technically competent and confident running your own live product demos to a range of stakeholder personas
- Expertise in framing business value and driving urgency within existing customer relationships
- Strong collaboration and internal influence skills; comfortable working cross-functionally and navigating ambiguity
Responsibilities
- Own a defined book of high-potential Navan customers and drive net-new revenue across Expense and Payments products
- Lead strategic sales cycles from prospecting through close, collaborating cross-functionally with Account Managers, Customer Success, and Product Marketing
- Create tailored account action plans to identify expansion opportunities, influence decision-makers, and execute against growth targets
- Build deep, multi-threaded relationships within Finance, Accounting, and Procurement—earning the right to become a trusted partner to CFOs and Controllers
- Position Navan’s differentiated value proposition against legacy incumbents and competitive tools using Challenger-style discovery and objection handling
- Deliver compelling product demos and commercial proposals tailored to each customer’s T&E strategy and business goals
- Partner with executive leadership, product, and marketing to share customer feedback and influence roadmap priorities
- Consistently exceed monthly, quarterly, and annual expansion quotas
Preferred Qualifications
- Experience with sales methodologies like MEDDPICC, Challenger, or Command of the Message is a plus
- A growth mindset, high EQ, and a passion for redefining what world-class upsell sales looks like