Account Manager, Mid-Market

About the role

You will drive revenue by ensuring clients are happy, referenceable, and maximizing the value they take from the Navan platform. You will build deep relationships with clients, functioning as their trusted advisor, and partner with them to ensure they are onboarded successfully and engage with the platform in an optimized way. You will manage their entire T&E program through Navan while owning renewals and cross-selling adjacent products from across our portfolio. This role is highly visible and highly cross-functional, partnering closely with Sales, Product, Finance, Support, and Operations teams up to the C-Suite. You will help delight clients, exceed goals, and drive the large majority of revenue for Navan within a fast-paced and dynamic culture.

Key facts

What you'll do

• Manage all post-sales activity for Mid-Market customers through strong relationship-building, product knowledge, planning, and execution.
• Develop trusted advisor relationships with clients from program administrators up to C-suite to ensure program goals are aligned and clients unlock maximum value from Navan for T&E programs.
• Drive usage of the Navan platform by ensuring clients manage 100% of their T&E programs through Navan.
• Meet or exceed revenue goals through consistent performance and accountability.
• Identify and execute opportunities for account expansion across new departments, teams, geographies, products, and use cases.
• Broaden relationships within accounts by securing multiple champions across teams and levels of client organizations.
• Collaborate cross-functionally with team members to uncover and deliver against client needs in a rapidly changing environment.
• Deeply understand Navan's product offerings and competitive positioning to articulate value and differentiation.
• Travel to customer sites as appropriate to strengthen relationships and support program success.
• Successfully onboard new clients and ensure they unlock maximum value from Navan throughout their lifecycle.
• Own client renewals and drive upsells and cross-sells of adjacent products across the portfolio.
• Partner with Sales to identify new opportunities and translate client feedback into product and solution improvements.
• Act as the primary point of contact for strategic accounts and escalate issues to internal stakeholders to ensure timely resolution.
• Maintain accurate account plans, forecasts, and pipeline documentation to support transparency and data-driven decisions.
• Leverage data and insights to prioritize engagement activities and demonstrate impact on client business outcomes.
• Champion customer success internally to ensure alignment with Navan's mission and long-term client retention.

Requirements

• 3+ years of experience in Account Management, Sales, or related customer-facing positions within a rapidly growing SaaS company.
• Demonstrable track record of high performance and success in managing and growing customer relationships.
• Strong communication and presentation skills with the ability to influence at multiple levels.
• Ability to think strategically, solve problems, and effectively prioritize work in a fast-paced, rapidly changing environment.
• Comfort working with cross-functional teams and aligning around shared objectives without direct authority.
• Willingness to travel as appropriate to support client needs and company initiatives.
• Proven ability to manage multiple accounts and competing priorities while maintaining attention to detail.
• Commitment to following processes and executing consistently to meet program goals and deadlines.

Practical notes

• Hours: Standard work hours apply unless extended hours are required for client needs.
• Travel: Travel to customer sites as appropriate.

This role represents a critical position within the Account Management function, focused on mid-market customers in New York. You will be responsible for managing the full client lifecycle, ensuring successful onboarding, deep adoption, and long-term retention. Collaboration with internal teams is essential to drive value and align solutions with evolving client needs. The position requires strong ownership, proactive communication, and the ability to operate effectively in a dynamic growth environment. You will directly contribute to revenue generation and help position Navan as the leading platform for managing enterprise T&E programs. Success in this role depends on your ability to build trust, demonstrate expertise, and deliver measurable outcomes for clients.