Deal Strategy Manager, EMEA
Navan is seeking a Deal Strategy Manager, EMEA to collaborate closely with our sales team in driving deal negotiations. This role is responsible for managing complex contract negotiations, aligning customer needs with Navan's strategic priorities, and partnering with internal sales and business teams throughout the contract signing process. As a key guardian of our EMEA commercial strategy, you will balance revenue optimization with risk mitigation across a diverse, multi-market landscape.
We are looking for a commercial strategist who is genuinely passionate about the art of the deal!
What You’ll Do:
- Develop in-depth knowledge of Navan licensing and pricing models to provide deal structuring and quoting support to our global sales teams
- Work with the sales team to find creative ways to meet customers’ needs while adhering to Navan's commercial and financial guardrails
- Be a critical enabler of deal formation and execution, focusing on minimizing sales cycle times while optimizing revenue, profitability, and market share.
- Actively participate in external, customer-facing negotiations
- Work cross functionally across various stakeholder groups including legal, contracts, sales operations, order management, revenue, finance and product management
- Drive best practices to increase sales efficiency and effectiveness via deal reviews, early checkpoint and enforcement of standard business practices and policies
- Assist with non-standard deal requests, structuring sophisticated deals, driving cross-functional and cross solution teamwork and ensure revenue recognition requirements are handled
- Support metrics and processes to improve business visibility and consistency of practices across geographies
- Overseeing deal financials, pricing, business risk, revenue recognition implication
What We’re Looking For:
- Business degree and/or JD/ MBA
- 5+ years of software industry experience (Deal Desk, Finance, Sales Operations experience preferred)
- Customer facing experience
- Strong eye for business and proven track record in commercial negotiations
- Self-motivated and able to work under pressure; diligent with deliverables and deadlines, able to multitask
- Solid understanding of software revenue recognition principles
- Deep understanding of commercial law and experience in contract management
- Excellent interpersonal skills – verbal and written
- Strong analytical skills along with the ability to demonstrate practical judgment in sophisticated situations
- Strong ownership and collaboration skills, with the ability to interact regularly with senior management
- Proficient knowledge of Salesforce, CPQ
Skills Required
- Business degree and/or JD/MBA
- 5+ years of software industry experience
- Deal Desk, Finance, or Sales Operations experience
- Customer-facing experience
- Proven track record in commercial negotiations and strong business judgment
- Ability to work under pressure, manage deadlines, and multitask
- Solid understanding of software revenue recognition principles
- Deep understanding of commercial law and contract management experience
- Excellent verbal and written interpersonal communication skills
- Strong analytical skills and practical judgment in complex situations
- Ownership and collaboration skills; ability to interact with senior management
- Proficient knowledge of Salesforce and CPQ
What the Team is Saying
Navan Compensation & Benefits Highlights
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Healthcare Strength — The package includes medical, dental, and vision coverage for employees and dependents, along with mental health resources such as Headspace. Additional protections like disability and life insurance and options like FSA are described.
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Parental & Family Support — Paid parental leave is specified as 16 weeks for the birthing parent and 10 weeks for the non‑birthing parent, with family medical leave also available. Supportive amenities such as an onsite Mother’s Room and company‑sponsored family events are included.
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Leave & Time Off Breadth — Flexible/unlimited vacation and generous PTO structures are highlighted, alongside paid holidays and sick time. Bereavement leave is also offered across many locations.
Navan Insights
What We Do
Navan (Nasdaq: NAVN) is the leading all-in-one business travel, payments, and expense management platform that makes travel easy for frequent travelers. From finding flights and hotels to automating expense reconciliation, with 24/7 support along the way, Navan delivers an intuitive experience travelers love and finance teams rely on. See how Navan customers benefit and learn more at navan.com.
Why Work With Us
At Navan, we’re never satisfied with the status quo, and we know breakthrough ideas come from diverse perspectives. We are committed to cultivating a workplace that reflects the diversity of the customers we serve while fostering leadership and innovation.
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Navan Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
In-person connections is the foundation of Navan, the connections forged through face-to-face interactions improve company culture and what we can achieve together. We operate on a hybrid working model, which we define as four days a week in-office.
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