Mid-Market Account Executive

About the role

You will own the end-to-end sales cycle for mid-market customers within new and existing territories, driving pipeline generation and conversion from initial outreach to closed deal. You will partner with cross-functional teams to ensure seamless implementation and ongoing success of the Navan platform, reinforcing long-term retention and expansion. You will leverage data and insights to tailor your value-based messaging to C-level stakeholders in fast-growing companies. You will act as a strategic advisor, helping clients align Navan's capabilities with their business objectives and growth initiatives. You will contribute to the continuous improvement of the sales playbook by sharing feedback and best practices. You will take ownership of your bookings performance and actively collaborate to solve complex deal challenges. You will champion the Navan mission by consistently demonstrating the platform's impact on travel, spend, and employee experience.

Key facts

What you'll do

Manage the full sales cycle from prospecting to close, ensuring timely and efficient deal progression.

Build and maintain strong client relationships post-sale while coordinating with Account Management to guarantee a successful launch and ongoing usage of Navan's platform.

Drive sales growth by managing and expanding opportunities in your pipeline to achieve the closing of 2-4 deals per quarter.

Understand and articulate Navan's value proposition and solutions using tailored, value-based sales approaches for executive stakeholders.

Oversee all sales activity within your assigned account list and ensure precise monthly forecasting of revenue in Salesforce.

Meet and exceed monthly revenue targets and key performance indicators consistently.

Collaborate closely with Marketing, Sales Development, and Growth teams to unlock additional revenue streams from your accounts.

Maximize the use of prospecting tools such as Sales Navigator, ZoomInfo, and Outreach to identify and engage high-potential buyers.

Operate effectively within a hyper-growth environment while maintaining disciplined execution and attention to detail.

Act as a product champion by gathering client feedback and working with internal teams to highlight feature adoption and success metrics.

Maintain a high level of organization and documentation to support pipeline reviews and strategic decision-making.

Contribute to the refinement of the sales playbook by sharing insights, tactics, and learnings with the broader team.

Demonstrate resilience and adaptability when navigating complex sales cycles and evolving customer needs.

Serve as an ambassador for the Navan brand, promoting its market-leading position in the travel, corporate card, and expense management ecosystem.

Requirements

You must possess 3-5+ years of experience in a full-cycle, closing sales role, ideally within a SaaS or similar fast-paced technology environment.

You must have strong experience in outbound prospecting and cold-calling into new accounts and conducting product demonstrations in a value-based sales environment.

You must demonstrate a strong drive with a proven track record of hitting or exceeding sales targets and quotas.

You must be agile, coachable, and consistently seek opportunities to learn, grow, and give or receive constructive feedback.

You must be a natural collaborator who enjoys working with others and helping out whenever possible to achieve team goals.

You must hold a Bachelor's degree or equivalent work experience that demonstrates professional readiness for the role.

Previous training in Sales Methodology frameworks such as MEDDPIC, SPIN, or Challenger Sales is a plus and strongly encouraged.

You must be able to commit to the full-time schedule and requirements of this position as detailed in the engagement terms.

You must be authorized to work in the United States without sponsorship for this role at this time.

Nice to have

Experience selling enterprise-grade software solutions to mid-market or enterprise customers.

Familiarity with travel, corporate card, or expense management industries and related buyer personas.

Background working with CRM tools, forecasting models, and pipeline management practices.

Understanding of consumption-based or usage-based pricing models and how they apply to SaaS offerings.

Practical notes

This role operates on a full-time schedule with standard expectations for availability during core business hours.

Travel may be required for in-person meetings, customer visits, and company events as determined by business needs.

Visa sponsorship is not available for this position at this time.

Candidates must be physically located in either Palo Alto, CA or San Francisco, CA to be considered.

Application review will continue until the role is filled, so early submission is encouraged.