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Navan is seeking a Sr. Analyst of Deal Strategy to collaborate closely with our sales team in driving deal negotiations. This role is responsible for managing contract negotiations, aligning customer needs with Navan's strategic priorities, and partnering with internal sales and business teams throughout the contract signing process and various internal operational projects.
What You’ll Do:
- Develop in-depth knowledge of Navan licensing and pricing models to provide deal structuring and quoting support to our sales teams
- Partner with the sales team to find a way to meet customers’ needs while adhering to Navan selling policies
- Be a critical enabler of deal formation and execution, focusing on minimizing sales cycle times while optimizing revenue, profitability, and market share based on business priorities
- Actively negotiate deals directly with the customer as needed
- 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, and revenue recognition implication
What We’re Looking For:
- Business degree and/or JD
- 3+ years of software industry experience, (Deal Desk, Finance, Sales Operations experience preferred)
- Customer facing experience preferred
- 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
- Basic understanding of commercial law
- Experience in contract management
- Excellent interpersonal skills – verbal and written
- Strong analytical skills along with the ability to demonstrate practical judgment in sophisticated situations
- Great leadership and collaboration skills, with the ability to interact regularly with senior management
- Proficient knowledge of Salesforce, CPQ
For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.
The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity.
For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.
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
- Business degree and/or Juris Doctor degree
- 3+ years of software industry experience
- Deal Desk, Finance, or Sales Operations experience
- Customer-facing experience
- Strong business judgment and commercial negotiation experience
- Ability to work under pressure, multitask, and meet deadlines
- Understanding of software revenue recognition principles
- Basic understanding of commercial law
- Contract management experience
- Excellent verbal and written interpersonal communication skills
- Strong analytical skills and practical judgment in sophisticated situations
- Leadership and cross-functional collaboration skills
- Ability to interact regularly with senior management
- Proficient knowledge of Salesforce and CPQ
What the Team is Saying
Navan Compensation & Benefits Highlights
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Healthcare Strength — Medical, dental, and vision coverage for employees and families are explicitly offered, and healthcare is often characterized as a strong part of the package with mental‑health resources included. This breadth of core health benefits is consistently highlighted alongside lifestyle supports.
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Leave & Time Off Breadth — Policies emphasize flexible/unlimited vacation in the U.S., with region‑specific structures such as five weeks of paid annual leave in the UK. This scope of time‑off options is presented as a clear advantage.
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Parental & Family Support — Paid parental leave is structured at 16 weeks for birthing parents and 10 weeks for non‑birthing parents. This level of support is positioned as a meaningful benefit for families.
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.
