Navan is looking for an exceptional Director, Commercial Account Management to scale and grow our Commercial segment across key EMEA markets. This is a highly visible, strategic, and cross-functional leadership role focused on driving revenue growth, maximizing customer value, and delivering world-class account management for our Commercial customer base.
You will lead a team of high-performing Managers responsible for the strategic post-sales relationships with our Commercial customers. The role includes managing three direct reports, overseeing the leaders for UKI, DACH, and France.
Your mission is to expand and optimize the Commercial segment, ensuring clients successfully launch/ implementation, adopt, and expand their use of the Navan platform, ultimately driving retention, revenue growth, and customer satisfaction.
This role reports directly to the Vice President, Account Management, EMEA and partners closely with Sales, Implementation, Product, Finance, Support, and Operations teams to deliver on revenue targets and an exceptional customer experience.
Your success will be measured by attainment of revenue and renewal targets, adoption KPIs, and the growth and health of the Commercial account base.
What You’ll Do- Scale and lead the Commercial Account Management segment, building a high-performing team of Managers, Commercial Account Management
- Own all post-sales activities for Commercial accounts, including implementation (with the Implementation team), adoption, renewals, and expansion.
- Partner closely with Sales to ensure smooth handovers, fast onboarding, and alignment on success criteria for new accounts.
- Managing the team based on clear performance goals and KPIs for your team, ensuring accountability and alignment with Navan’s growth objectives.
- Act as an escalation point for key accounts and support Managers in coaching their teams to handle executive-level conversations and negotiations.
- Build strong cross-functional partnerships to advocate for Commercial customer needs and influence the product roadmap.
- Monitor and analyze portfolio performance, forecast revenue, and proactively address risk to ensure retention and expansion.
- Create and implement process improvements to enhance scalability, efficiency, and customer experience across the Commercial segment.
- Serve as a player-coach, modeling best practices for executive business reviews, adoption discussions, and value-based conversations.
- Foster a culture of collaboration, commercial excellence, and continuous learning within the team.
- Travel up to 30% for key customer meetings, launches, team meetings, and executive reviews.
- 7+ years of experience in Account Management, Customer Success, Implementations, Sales or similar customer-facing roles within high-growth SaaS or technology companies.
- 3+ years of leadership experience, managing managers or large teams.
- Proven track record of scaling account management teams and achieving revenue and renewal targets.
- Strong experience in the travel and expense industry is highly preferred.
- Expertise with MEDDPICC or Command of the Message methodologies.
- Exceptional communication and relationship-building skills, including experience engaging with C-level executives.
- Strong project management, analytical, and problem-solving skills, with a bias for action.
- Paris-based role (or willing to relocate);
- Fluency in English required, French or German is a plus.
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What We Do
Navan is the leading all-in-one business travel and expense management solution 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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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 three days a week in-office.
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