Regional Director, Mid-Market Sales, Expense

01A; Greater London; On-site; GBP 150,000 - 210,000; Full time

Benefits offered by this job

Healthcare coverage

Equity plans

Flexible time off

Country-specific holidays

Parental leave

Job summary

Navan is seeking a Regional Director to lead our EMEA Commercial & Mid-Market Upsell Sales team. This first-line leadership role drives net-new logo acquisition, cross-sell, and up-sell initiatives across enterprise accounts.

The ideal candidate thrives in high-growth environments, masters MEDDPICC, and excels at recruiting, coaching, and developing top-tier sales talent while partnering with marketing, product, and customer success to fuel growth.

Qualifications

• 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 MEDDPICC and complex sales cycles.
• Proven ability to hire, develop, and lead high-performing AEs.
• Exceptional coaching and deal execution skills with a passion for talent development.
• Strong analytical mindset and data-driven decision making.
• Excellent communication, negotiation, and executive presence.
• Growth mindset and experience with high-growth scale-ups preferred.

Responsibilities

• Recruit, develop, and retain a team of Commercial & Mid-Market Account Executives.
• Drive pipeline generation, new logo acquisition, and expansion in existing accounts.
• Ensure MEDDPICC-based sales process to qualify, advance, and close enterprise deals.
• Build relationships with CFOs and senior finance leaders.
• Provide hands-on coaching, deal strategy guidance, and talent development.
• Own accurate forecasting and pipeline management with data-driven insights.
• Collaborate with Marketing, Product, and Customer Success to refine messaging and drive demand.
• Cultivate a culture of accountability, innovation, and continuous improvement.

Skills

SaaS sales leadership

CFO conversations

MEDDPICC

Team leadership

Analytics & data-driven

Executive communication

Job description

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 ofSaaS 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.

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 24/7 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.

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.

*Applies to select locations.

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.

Job Search Best Practices

We have been made aware of recruitment scams involving fraudulent attempts to lure job seekers into sending money or personal information in return for fake job offers or coerce them into purchasing equipment by electronic funds transfer (Zelle, Venmo, etc.) Legitimate Navan recruiters will never ask for money in any recruitment or onboarding activities. All available job openings at Navan will be posted on Navan’s website and all Navan recruiters will be reachable through an email address ending in “@navan.com” or “@navan.tech” or "@talent.navan.com".