Deal Desk Senior Analyst

Navan; Greater London; On-site; GBP 90,000 - 150,000; Full time

Job summary

Navan is seeking a Deal Strategy Manager for the EMEA region to collaborate with our sales teams in driving complex contract negotiations. You will balance revenue optimization with risk mitigation across multiple markets and work with cross-functional teams to ensure successful deal formation and execution.

The role requires 5+ years in the software industry, strong commercial negotiation skills, and deep understanding of software revenue recognition and contract management. A JD/MBA is a plus.

Qualifications

• Business degree or JD/MBA required; strong deal negotiation background preferred.
• Proven track record in commercial negotiations within software/tech.
• Experience with deal desks, finance, and sales operations.

Responsibilities

• Develop knowledge of Navan licensing and pricing to support deal structuring and quoting.
• Collaborate with sales to meet customer needs within guardrails.
• Enable deal formation and execution to minimize cycle times while optimizing revenue and market share.
• Participate in external customer negotiations.
• Work with legal, contracts, sales operations, revenue, finance and product teams.

Skills

Deal Desk

Finance

Sales Ops

Commercial Negotiations

Software Industry

Education

Business degree

JD/MBA

Tools

Salesforce

CPQ

Job description

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

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.

About Navan

Navan (Nasdaq: NAVN) is the global AI-powered business travel and expense platform that makes travel easy for frequent travelers. From finding flights and hotels, to automating expense reconciliation, with 24/6 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.

Culture of Excellence

Our team is our competitive edge — a high-performance group of smart, driven people committed to winning together. This dedication to excellence is why we’ve been recognized as a Best Place to Work by Built In (2023–2026), a G2 Best Global Software Company (2025–2026), Forbes Cloud 100 (2022–2025), and CNBC Disruptor 50 (2022–2025). At Navan, we provide an environment where top talent excels, offering the autonomy and fast-paced trajectory needed to build a defining career and do the best work of your life.

Our Benefits

Navan offers a comprehensive benefits program designed to support your well-being, financial security, and life outside of work. Our benefits, thoughtfully tailored by country to meet local needs, include healthcare coverage, insurance offerings, and wellness resources for you and your family.

We support long-term financial growth through retirement savings programs and opportunities to participate in our equity plans, so you can share in Navan’s success. To promote balance, we offer flexible time off, country-specific holidays, and paid parental leave for all new parents. Additional benefits include connectivity and commuting support*, mental health resources, and exclusive travel-related perks. Wherever you’re based, our benefits evolve with you.

Workplace Policy

Navan believes in the value of in-person connections, whether that’s sitting down to have lunch with one another, taking a walking 1:1, or collaborating in a room together. The connections forged through face-to-face interactions improve company culture and drive business results. Navan invests in global office spaces — in the U.S., Europe, and Asia, among others — that feel welcoming. In-office perks such as company-provided lunches and happy hours create a strong team environment to help you do your best work. Our employees work from the office four days a week. Please expect this policy for all roles that are tied to an office.

Equal Opportunity

Navan is an equal opportunity employer. We make all employment decisions based solely on merit. We provide equal employment opportunity to all applicants and employees without discrimination on the bases of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We prohibit any such discrimination or harassment. This policy applies to all terms and conditions of employment, including hiring.

Accommodations

Navan complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law. Navan will reasonably accommodate qualified individuals with a disability in connection with applications for employment as required by law.

If you need any assistance or accommodations due to a disability, you are welcome to email us at [e-mail].

Candidate Privacy Notice and Use of AI

As part of the recruitment process, certain personal data may be processed using automated tools, including tools that use AI. For details on how Navan collects and uses your personal data, please review Navan's Candidate Privacy Notice here.

*Applies to select locations.