Senior Manager, Field Enablement — EMEA

01A; Greater London; On-site; GBP 120,000 - 180,000; Full time

Benefits offered by this job

Healthcare coverage

Retirement savings program

Flexible time off

Paid parental leave

Travel and mobility support

Job summary

Navan is seeking a Senior Manager, Field Enablement — EMEA to own enablement for Commercial, Mid‑Market, and Enterprise teams and run the London onboarding bootcamp twice per quarter. You will partner with sales leaders to convert priorities into practical programs, playbooks, coaching, and improvements to sales execution.

This hands‑on, data‑driven role blends strategy, facilitation, field observation, and program delivery.

Qualifications

• 7+ years of experience in field or revenue enablement, sales onboarding, or revenue operations in a high-growth B2B company.
• Experience supporting multiple sales segments (Commercial, Mid‑Market, Enterprise) and tailoring enablement to each motion.
• Proven ability to build enablement programs improving seller readiness and performance.
• Strong in-person facilitation, presentation, coaching, and written communication.
• Practical knowledge of MEDDPICC or similar qualification methodologies.
• High data literacy and ability to translate insights into interventions.
• Ability to influence senior leaders and manage cross-functional programs; willing to travel across EMEA.

Responsibilities

• Own the EMEA enablement roadmap across Commercial, Mid‑Market, and Enterprise.
• Facilitate the London bootcamp twice per quarter (8 sessions/year) covering Navan’s value prop, products, tools, and selling skills.
• Deliver role‑play, coaching, knowledge checks, and certifications; connect bootcamp learning to ramp plans and coaching.
• Build practical, segment‑relevant playbooks for prospecting, discovery, qualification, negotiations, and expansion; reinforce MEDDPICC.
• Spend 25–30% of time with sales teams and customers across EMEA to observe, coach, and turn field lessons into improvements.
• Lead learning sprints on pipeline generation, discovery, account planning, and negotiation to drive performance.
• Combine field observations, CRM data, win/loss analysis to identify gaps and partner with cross‑functional teams to address them.
• Track onboarding and enablement outcomes and continuously improve programs.

Skills

Field enablement

Sales onboarding

Facilitation

Coaching

Data analysis

MEDDPICC

Stakeholder management

Tools

CRM software

Sales engagement tools

Conversation intelligence

Job description

The Role

As Senior Manager, Field Enablement — EMEA, you will own enablement for Navan’s Commercial, Mid-Market, and Enterprise sales teams and facilitate the in-person EMEA sales onboarding bootcamp in London twice per quarter. You will partner with sales leaders and frontline managers to turn business priorities and field insights into practical programs, playbooks, coaching, and improvements to sales execution.

This hands‑on, data‑driven role combines strategy, facilitation, field observation, and program delivery. You will tailor support to each segment while establishing consistent standards across EMEA. Success means faster seller readiness, strong program adoption, and measurable improvement in sales performance.

What You’ll Do

• Field enablement strategy: Own the EMEA enablement roadmap across Commercial, Mid‑Market, and Enterprise, balancing shared regional priorities with the needs of each sales motion.
• Onboarding bootcamp: Facilitate the in‑person London bootcamp twice per quarter—eight sessions annually—covering Navan’s value proposition, products, tools, sales process, methodology, messaging, discovery, qualification, competitive positioning, and core selling skills.
• Ramp and readiness: Partner with leaders and subject‑matter experts to deliver role‑play, practice, coaching, knowledge checks, and certification; connect bootcamp learning to segment‑specific ramp plans and manager coaching.
• Playbooks and methodology: Build and evolve practical, segment‑relevant playbooks spanning prospecting, discovery, qualification, champion development, multithreading, executive engagement, business cases, negotiation, closing, and expansion. Reinforce MEDDPICC where appropriate.
• Field and deal enablement: Spend approximately 25–30% of your time with sales teams and customers across EMEA. Observe calls and meetings, coach priority opportunities, and turn lessons from the field into scalable improvements.
• Sales excellence programs: Lead recurring learning and targeted execution sprints on high‑impact topics such as pipeline generation, discovery, executive selling, account planning, competitive positioning, and negotiation.
• Insights and partnerships: Combine field observations, call reviews, CRM and pipeline data, win/loss analysis, and stakeholder feedback to identify performance gaps. Partner across Sales, Revenue Operations, Product Marketing, Marketing, Customer Success, Solutions Consulting, Product, and People teams to address them.
• Measurement: Track onboarding and enablement outcomes, including certification, time to productivity, adoption, pipeline generation, deal quality, stage conversion, win rate, and sales‑cycle performance. Use results to continuously improve programs.

What We’re Looking For

• 7+ years of experience in field or revenue enablement, sales onboarding, sales excellence, sales strategy, or revenue operations within a high‑growth B2B organization.
• Experience supporting multiple sales segments, ideally Commercial, Mid‑Market, and Enterprise, with an understanding of how their motions and enablement needs differ.
• A track record of building enablement programs that improve seller readiness, execution, and business performance.
• Strong in‑person facilitation, presentation, coaching, and written communication skills.
• Practical knowledge of complex B2B selling and qualification methodologies such as MEDDPICC.
• Strong data literacy and the ability to translate performance insights into focused interventions.
• The ability to influence senior leaders, manage cross‑functional programs, and move between strategy and hands‑on delivery.
• Experience with enablement, CRM, sales‑engagement, and conversation‑intelligence tools, plus willingness to travel across EMEA and facilitate the London bootcamp twice per quarter.

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. 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.N., 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