greenhouse
Mid-Market Account Executive, ME
Navan
Austin, USA
Junior · 2+ years experience
Onsite
Discovered Yesterday
ProspectingSalesforce
Key Skills for This Role
ProspectingSalesforce
Full Job Posting
What You’ll Do
- Own the full sales cycle, from outbound prospecting and cold outreach through discovery, product demonstrations, proposal, negotiation, and close.
- Build and manage a qualified pipeline of accounts with multiple event opportunities. Use account signals, including event intent and travel patterns where available, referrals from Navan account teams, inbound interest, and targeted outbound research.
- Lead discovery around the event portfolio: purpose, dates, locations, expected attendance, budget, stakeholders, decision process, sourcing needs, attendee travel, and the customer’s internal planning capacity.
- Qualify the right solution for each opportunity, from room blocks and Advanced Events capabilities to managed planning and execution. Match scope to event complexity and customer needs; do not position Advanced Events as a standalone sale without a clear use case and adoption plan.
- For net-new customers, partner with the Core Net New team so event capabilities are connected to the broader Navan relationship. For existing customers, coordinate with the account owner before outreach and follow established account-coverage rules.
- Build a value-based business case, multi-thread across relevant stakeholders, and clearly communicate Navan’s value proposition to decision-makers, including senior executives.
- Engage the people who plan, approve, fund, and attend events. Depending on the customer, this may include event and marketing leaders, executive assistants, travel managers, finance, procurement, and executive sponsors.
- Scope managed-services opportunities with the M&E planning team. Align on deliverables, attendee and supplier requirements, timing, pricing, payment milestones, and operational capacity using approved packages and contracting processes.
- Maintain accurate pipeline and revenue forecasts in Salesforce, meet agreed revenue goals, and use prospecting and sales tools effectively.
- Track event-level pipeline and the measures adopted for the role, such as qualified event volume, expected GBV or platform-fee revenue, signed business, launch readiness, and validated event outcomes. Quota and crediting should follow the approved M&E compensation plan.
- Partner with Marketing, Sales Development, Growth, and Account Management to create opportunities and support successful customer outcomes.
- Coordinate a clear post-sale handoff to the M&E Account Manager and event planner. Stay engaged through launch and the initial event transaction, then partner on future event opportunities without duplicating delivery ownership.
- What We’re Looking For:
- 2+ years of experience in a full-cycle, closing sales role, ideally in SaaS or a similar environment.
- Demonstrated outbound prospecting skills, product-demo experience, and a record of meeting or exceeding sales goals.
- Experience selling meetings, events, event technology, venue or hotel sourcing, travel, hospitality, or related services is strongly preferred. We value candidates who understand how event decisions, budgets, and delivery constraints come together.
- Ability to manage event-driven opportunities with multiple stakeholders, variable scope, firm dates, and operational dependencies. You can uncover both the business outcome and the practical requirements needed to deliver it.
- Strong discovery and qualification skills. You can identify a real event need, budget, timeline, champion, economic buyer, and decision process, and bring in the right specialists early.
- Strong communication and relationship-building skills; a self-starter who is agile, coachable, collaborative, and motivated to keep learning.
- Bachelor’s degree or equivalent work experience. Training in a sales methodology such as MEDDPICC, SPIN, Challenger, or Command of the Message is a plus.
- Familiarity with Salesforce, its MCP, and how to use advanced AI builds to make you a force multiplier
- 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.
Qualifications
- 2+ years of experience in a full-cycle, closing sales role, ideally in SaaS or a similar environment.
- Demonstrated outbound prospecting skills, product-demo experience, and a record of meeting or exceeding sales goals.
- Ability to manage event-driven opportunities with multiple stakeholders, variable scope, firm dates, and operational dependencies. You can uncover both the business outcome and the practical requirements needed to deliver it.
- Strong discovery and qualification skills. You can identify a real event need, budget, timeline, champion, economic buyer, and decision process, and bring in the right specialists early.
- Strong communication and relationship-building skills; a self-starter who is agile, coachable, collaborative, and motivated to keep learning.
- Familiarity with Salesforce, its MCP, and how to use advanced AI builds to make you a force multiplier
- 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.
Preferred Qualifications
- Experience selling meetings, events, event technology, venue or hotel sourcing, travel, hospitality, or related services is strongly preferred. We value candidates who understand how event decisions, budgets, and delivery constraints come together.
- Bachelor’s degree or equivalent work experience. Training in a sales methodology such as MEDDPICC, SPIN, Challenger, or Command of the Message is a plus.
About Navan
Technology
Corporate travel and expense management platform that simplifies booking, payments, and spend visibility for businesses of all sizes.
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