Deal Strategy Manager

Navan; Austin (TX); On-site; USD 130,000 - 170,000; Full time

Job summary

Navan is seeking a Deal Strategy Manager in the US to partner with the sales team on complex contract negotiations and ensure alignment with Navan’s commercial priorities.

You will manage deal structuring, pricing, and risk, while collaborating with legal, contracts, revenue, and finance to accelerate the deal cycle and maximize revenue.

A business degree and 5+ years in software deal desks or related fields, with strong negotiation and communication skills.

Qualifications

• 5+ years in software industry experience (Deal Desk, Finance, Sales Operations preferred).
• Customer facing experience.

Responsibilities

• Develop in-depth knowledge of Navan licensing and pricing models to provide deal structuring and quoting support to global sales teams.
• Work with the sales team to meet customers’ needs while adhering to Navan's guardrails.
• Be a critical enabler of deal formation and execution, minimizing sales cycle times while optimizing revenue and market share.
• Actively participate in external, customer-facing negotiations.
• Collaborate across legal, contracts, sales operations, revenue, finance and product management.
• Drive best practices to increase sales efficiency via deal reviews and standard processes.
• Assist with non-standard deal requests and ensure revenue recognition requirements are handled.
• Support metrics and processes to improve business visibility across geographies.
• Overseeing deal financials, pricing, business risk, revenue recognition implications.

Skills

Analytical skills

Interpersonal skills

Communication skills

Multitasking

Ownership & collaboration

Customer facing experience

Education

Business degree / JD / MBA

Tools

Salesforce

CPQ

Job description

Navan is seeking a Deal Strategy Manager, US to collaborate closely with our sales team in driving deal negotiations. This role is responsible for managing complex contract negotiations, aligning customer needs with Navan’s strategic priorities, and partnering with internal sales and business teams throughout the contract signing process. As a key guardian of our US commercial strategy, you will balance revenue optimization with risk mitigation across a diverse, multi-market landscape.

We are looking for a commercial strategist who is genuinely passionate about the art of the deal!

What You’ll Do

• Develop in-depth knowledge of Navan licensing and pricing models to provide deal structuring and quoting support to our global sales teams
• Work with the sales team to find creative ways to meet customers’ needs while adhering to Navan's commercial and financial guardrails
• Be a critical enabler of deal formation and execution, focusing on minimizing sales cycle times while optimizing revenue, profitability, and market share.
• Actively participate in external, customer-facing negotiations
• Work cross functionally across various stakeholder groups including legal, contracts, sales operations, order management, revenue, finance and product management
• Drive best practices to increase sales efficiency and effectiveness via deal reviews, early checkpoint and enforcement of standard business practices and policies
• Assist with non-standard deal requests, structuring sophisticated deals, driving cross-functional and cross solution teamwork and ensure revenue recognition requirements are handled
• Support metrics and processes to improve business visibility and consistency of practices across geographies
• Overseeing deal financials, pricing, business risk, revenue recognition implication

What We’re Looking For

• Business degree and/or JD/ MBA
• 5+ years of software industry experience (Deal Desk, Finance, Sales Operations experience preferred)
• Customer facing experience
• Strong eye for business and proven track record in commercial negotiations
• Self-motivated and able to work under pressure; diligent with deliverables and deadlines, able to multitask
• Solid understanding of software revenue recognition principles
• Deep understanding of commercial law and experience in contract management
• Excellent interpersonal skills – verbal and written
• Strong analytical skills along with the ability to demonstrate practical judgment in sophisticated situations
• Strong ownership and collaboration skills, with the ability to interact regularly with senior management
• Proficient knowledge of Salesforce, CPQ

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.

Please refer to our Candidate Privacy Notice for more information about our processing of personal data, and your rights.