EMEA Deal Strategy Lead: Revenue & Negotiations

Navan; Amsterdam; On-site; EUR 90,000 - 130,000; Full time

Job summary

Navan is seeking a Deal Strategy Manager, EMEA to guide complex software deal negotiations and align customer needs with Navan's strategic priorities. You will partner with internal teams across legal, contracts, finance, and product to ensure value-driven, compliant deal outcomes.

The role emphasizes revenue optimization with risk mitigation across multi-market EMEA. Strong negotiation, analytical, and stakeholder management skills are essential.

Qualifications

• Business degree and/or JD/MBA required.
• 5+ years in software industry (Deal Desk, Finance, Sales Ops preferred).
• Customer-facing experience essential.
• Strong eye for business with proven negotiation track record.
• Self-motivated, able to multitask under pressure.
• Solid understanding of software revenue recognition.
• Knowledge of commercial law and contract management.
• Excellent verbal and written interpersonal skills.
• Proficient knowledge of Salesforce, CPQ.

Responsibilities

• Develop in-depth knowledge of Navan licensing and pricing models to provide deal structuring and quoting support to our global sales teams.
• Collaborate with the sales team to meet customers’ needs while adhering to Navan's guardrails.
• Enable deal formation and execution while minimizing sales cycle times and optimizing revenue, profitability, and market share.
• Participate in external, customer-facing negotiations.
• Work cross-functionally with legal, contracts, sales operations, order management, revenue, finance and product management.
• Drive best practices to increase sales efficiency via deal reviews and enforcement of standard practices.
• Assist with non-standard deal requests, structuring sophisticated deals and ensuring revenue recognition.
• Support metrics and processes to improve business visibility and consistency across geographies.
• Oversee deal financials, pricing, business risk, and revenue recognition implications.

Skills

Customer facing

Analytical skills

Interpersonal skills

Ownership & collaboration

Self-motivated

Education

Business degree/JD/MBA

Tools

Salesforce

CPQ

Job description

Navan is seeking a Deal Strategy Manager, EMEA to guide complex software deal negotiations and align customer needs with Navan's strategic priorities. You will partner with internal teams across legal, contracts, finance, and product to ensure value-driven, compliant deal outcomes.

The role emphasizes revenue optimization with risk mitigation across multi-market EMEA. Strong negotiation, analytical, and stakeholder management skills are essential.