Regional Director, Mid-Market Sales, Expense

Navan; Greater London; On-site; GBP 120,000 - 160,000; Full time

Job summary

Navan is seeking a strategic Regional Director to lead the EMEA Commercial & Mid-Market Upsell Sales team. You will drive net-new logo acquisition, cross-sell, and up-sell across enterprise accounts, reporting to the VP of Sales.

You will recruit, coach, and develop top-tier AEs, manage forecasting, and partner with Marketing, Product, and Customer Success to fuel growth in a fast-scaling SaaS environment. You will lead talent development, ensure disciplined sales execution, and build

Qualifications

• 3+ years in SaaS sales leadership with a proven track record of exceeding targets.
• Experience selling to CFOs and senior finance leaders in large organizations.
• Deep knowledge of complex sales cycles and MEDDPICC methodology.
• Proven ability to hire, develop, and lead high-performing Commercial & Mid-Market AEs.
• Strong coaching, negotiation, and deal execution skills.
• Analytical mindset with data-driven decision-making.

Responsibilities

• Lead and develop a team of Commercial & Mid-Market Account Executives.
• Drive pipeline generation, new logo acquisition, and expansion within accounts.
• Apply MEDDPICC to qualify, advance, and close enterprise deals.
• Build relationships with CFOs and finance leaders to position solutions as critical.
• Provide hands-on coaching and deal strategy guidance to AEs.
• Own forecasting and pipeline reporting to increase predictability.
• Collaborate with Marketing, Product, and Customer Success to drive demand and customer success.
• Foster a culture of accountability, growth, and innovation in the sales org.

Skills

SaaS sales leadership

Executive relationship-building

MEDDPICC sales framework

Talent development

Forecasting & analytics

Deal coaching & execution

Executive communication

High-growth experience

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 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.