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We are looking for a strategic and results-driven Regional Director to join our expanding EMEA Commercial & Mid-Market Upsell Sales team. This is a first-line leadership role responsible for driving net-new logo acquisition, cross-sell, and up-sell initiatives across enterprise accounts. The ideal candidate thrives in high-growth environments, has a strong grasp of complex sales methodologies like MEDDPICC, and excels in recruiting, coaching, and developing top-tier sales talent.
What You'll Do:
Team Leadership: Recruit, develop, and retain a team of A-player Commercial & Mid-Market Account Executives, fostering a high-performance sales culture.
Revenue Growth: Drive pipeline generation, new logo acquisition, and expansion opportunities within existing accounts.
Sales Execution: Ensure the team effectively executes the MEDDPICC sales process to qualify, advance, and close enterprise deals.
Customer Focus: Build strong relationships with CFOs and senior finance leaders, positioning our solutions as mission-critical to their financial strategy.
Coaching & Development: Provide hands-on coaching, deal strategy guidance, and continuous skill development for AEs.
Forecasting & Reporting: Own accurate forecasting and pipeline management, leveraging data-driven insights to drive predictability.
Collaboration: Work cross-functionally with Marketing, Product, and Customer Success to refine messaging, drive demand, and ensure customer success.
Growth Mindset: Instill a culture of accountability, innovation, and continuous improvement within the sales organization.
What We're Looking For:
3+ years of SaaS sales leadership experience, with a track record of exceeding targets.
Strong experience selling to CFOs and finance executives in large organizations.
Deep understanding of complex sales cycles and methodologies (e.g., MEDDPICC).
Proven ability to hire, develop, and lead high-performing Commercial & Mid-Market AEs.
Exceptional coaching and deal execution skills, with a passion for talent development.
Strong analytical mindset and ability to leverage data for decision-making.
Excellent communication, negotiation, and executive presence.
High-growth, scale-up experience preferred; growth mindset required.
Navan uses AI-assisted Automated Employment Decision Tool (Metaview) to assist with evaluating resumes against job qualifications for this role. All final decisions are made by human recruiters and hiring managers.
Human oversight: Metaview does not automatically reject candidates or make final hiring decisions. Our recruiters and hiring managers review all outputs and make the final hiring decision regarding every application.
Your rights: If you prefer to have your application reviewed without AI assistance, you may request a human evaluation by entering your email here. Your decision to do so will not affect how your candidacy is evaluated.
Please refer to our Candidate Privacy Notice for more information about our processing of personal data, and your rights.
Skills Required
- 3+ years of SaaS sales leadership experience
- Track record of exceeding sales targets
- Experience selling to CFOs and finance executives in large organizations
- Deep understanding of complex sales cycles and methodologies such as MEDDPICC
- Ability to hire, develop, and lead high-performing Commercial and Mid-Market Account Executives
- Exceptional coaching and deal execution skills
- Strong analytical mindset and ability to use data for decision-making
- Excellent communication, negotiation, and executive presence
- High-growth or scale-up experience
- Growth mindset
What the Team is Saying
Navan Compensation & Benefits Highlights
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Healthcare Strength — Healthcare coverage is considered a strong point, with comments about solid plan options, provider networks, and support for families. The offering is portrayed as a reliable foundation of the total rewards package.
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Leave & Time Off Breadth — Flexible or unlimited vacation is positioned as a core benefit with broad time-off flexibility. The policy can be generous when workload and manager support align.
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Parental & Family Support — Paid parental leave for both birthing and non-birthing parents is described as a meaningful benefit. This support is highlighted alongside other family-friendly offerings.
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.
