Commercial Account Executive (Meetings & Events)

Navan; Austin (TX); On-site; USD 90,000 - 150,000; Full time

Benefits offered by this job

Parental leave

Commuter benefits

Healthcare

Flexible Vacation

Health and Wellness

Fuel for Connection

Pet Friendly

IATAN discounts

401k Retirement plan

Connectivity Allowance

Learning & Development

Job summary

Navan is seeking an Account Executive in Austin to generate pipeline, close new business, and drive revenue using a value-based sales approach.

You will own the full sales cycle for Navan's M&E platform, engaging with decision-makers at established companies, building multi-thread relationships, and coordinating with marketing and cross-functional teams to land complex event programs.

Qualifications

• Bachelor’s degree or equivalent work experience.
• Training in MEDDPICC, SPIN, Challenger, or Command of the Message is a plus.
• 2+ years of full-cycle, closing sales experience in SaaS or similar environment.
• Experience selling meetings, events, event technology, venue or hotel sourcing, travel, hospitality, or related services is strongly preferred.
• Strong communication and relationship-building skills; self-starter who is agile, coachable, collaborative, and motivated to learn.

Responsibilities

• Own the full sales cycle from outbound prospecting through discovery, product demos, proposal, negotiation, and close.
• Build and manage a qualified pipeline of accounts with multiple event opportunities.
• Lead discovery around the event portfolio including dates, locations, budget, stakeholders, and decision process.
• Qualify solutions for each opportunity and align scope with event complexity and customer needs.
• Create a value-based business case and communicate Navan’s value to senior decision-makers.
• Maintain accurate pipeline and revenue forecasts in Salesforce and meet revenue goals.
• Coordinate post-sale handoff to the M&E Account Manager and event planner; stay engaged through launch.
• Collaborate with Marketing, Sales Development, Growth, and Account Management to create opportunities.

Skills

MEDDPICC

SPIN

Challenger

Command of the Message

Outbound prospecting

Product-demo experience

Sales goals achievement

Relationship-building

Salesforce familiarity

AI-assisted selling

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Sales tools

Job description

• Navan is seeking a motivated, experienced Account Executive to generate pipeline, close new business, and deliver revenue. The role uses a value-based sales approach and builds trusted relationships with decision-makers at established companies
• As an M&E Account Executive, you will turn meetings and event demand into successful Navan Events programs. You will own the sales process from prospecting and discovery through a signed order, selling Advanced Events (think: DIY AI-powered event platform) and, where appropriate, managed planning services (think: a professional event agency)
• You will work across eligible Navan customers and net-new opportunities, partnering with Core Net New, account teams, and M&E specialists so customers bring their event program onto Navan
• Own the full sales cycle, from outbound prospecting and cold outreach through discovery, product demonstrations, proposal, negotiation, and close
• Build and manage a qualified pipeline of accounts with multiple event opportunities. Use account signals, including event intent and travel patterns where available, referrals from Navan account teams, inbound interest, and targeted outbound research
• Lead discovery around the event portfolio: purpose, dates, locations, expected attendance, budget, stakeholders, decision process, sourcing needs, attendee travel, and the customer’s internal planning capacity
• Qualify the right solution for each opportunity, from room blocks and Advanced Events capabilities to managed planning and execution. Match scope to event complexity and customer needs; do not position Advanced Events as a standalone sale without a clear use case and adoption plan
• For net-new customers, partner with the Core Net New team so event capabilities are connected to the broader Navan relationship. For existing customers, coordinate with the account owner before outreach and follow established account-coverage rules
• Build a value-based business case, multi-thread across relevant stakeholders, and clearly communicate Navan’s value proposition to decision-makers, including senior executives
• Engage the people who plan, approve, fund, and attend events. Depending on the customer, this may include event and marketing leaders, executive assistants, travel managers, finance, procurement, and executive sponsors
• Scope managed-services opportunities with the M&E planning team. Align on deliverables, attendee and supplier requirements, timing, pricing, payment milestones, and operational capacity using approved packages and contracting processes
• Maintain accurate pipeline and revenue forecasts in Salesforce, meet agreed revenue goals, and use prospecting and sales tools effectively
• Track event-level pipeline and the measures adopted for the role, such as qualified event volume, expected GBV or platform-fee revenue, signed business, launch readiness, and validated event outcomes. Quota and crediting should follow the approved M&E compensation plan
• Partner with Marketing, Sales Development, Growth, and Account Management to create opportunities and support successful customer outcomes
• Coordinate a clear post-sale handoff to the M&E Account Manager and event planner. Stay engaged through launch and the initial event transaction, then partner on future event opportunities without duplicating delivery ownership

Benefits

• Parental leave
• Commuter benefits
• Healthcare
• Flexible Vacation
• Health and Wellness
• Fuel for Connection
• Pet Friendly
• IATAN (travel-related discounts)
• 401k (retirement plan)
• Connectivity Allowance
• Learning & Development

Strong discovery and qualification skills. You can identify a real event need, budget, timeline, champion, economic buyer, and decision process, and bring in the right specialists earlyBachelor’s degree or equivalent work experience. Training in a sales methodology such as MEDDPICC, SPIN, Challenger, or Command of the Message is a plusDemonstrated outbound prospecting skills, product-demo experience, and a record of meeting or exceeding sales goalsStrong communication and relationship-building skills; a self-starter who is agile, coachable, collaborative, and motivated to keep learningFamiliarity with Salesforce, its MCP, and how to use advanced AI builds to make you a force multiplierAbility to manage event-driven opportunities with multiple stakeholders, variable scope, firm dates, and operational dependencies. You can uncover both the business outcome and the practical requirements needed to deliver itExperience selling meetings, events, event technology, venue or hotel sourcing, travel, hospitality, or related services is strongly preferred. We value candidates who understand how event decisions, budgets, and delivery constraints come together2+ years of experience in a full-cycle, closing sales role, ideally in SaaS or a similar environment.