Deal Strategy Manager

Navan; Boston (MA); Presencial; USD 105.000 - 180.000; Jornada completa

Descripción de la vacante

Navan is seeking a Deal Strategy Manager in the US to collaborate with our sales team on complex contract negotiations and align customer needs with Navan's strategic priorities. You will balance revenue optimization with risk mitigation across a multi-market landscape.

You will work with legal, finance, and product teams to drive efficient deal cycles while ensuring accurate revenue recognition and compliance with commercial guardrails.

Formación

• Business degree or JD/MBA.
• 5+ years of software industry experience.
• Customer facing experience.
• Strong eye for business and proven track record in commercial negotiations.
• Self-motivated and able to work under pressure; deliverables and deadlines.
• Solid understanding of software revenue recognition principles.
• Deep understanding of commercial law and contract management.
• Excellent interpersonal skills – verbal and written.
• Strong analytical skills and practical judgment.
• Ownership and collaboration with senior management.
• Proficient knowledge of Salesforce, CPQ.

Responsabilidades

• 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 meet customers’ needs while following Navan's guardrails.
• Enable deal formation and execution, minimizing sales cycle times while optimizing revenue, profitability, and market share.
• Actively participate in external, customer-facing negotiations.
• Collaborate across legal, contracts, sales operations, order management, revenue, finance and product management.
• Drive best practices to increase sales efficiency via deal reviews and standard business processes.
• Assist with non-standard deal requests, structuring sophisticated deals and ensuring revenue recognition requirements.
• Support metrics and processes for cross-geography consistency.
• Oversee deal financials, pricing, business risk, revenue recognition implications.

Conocimientos

Software experience

Customer facing

Deal negotiations

Business acumen

Multitasking

Revenue recognition

Commercial law

Contract management

Interpersonal skills

Analytical skills

Ownership

Collaboration

Salesforce

CPQ

Educación

Business degree / JD or MBA

Herramientas

Salesforce

CPQ

Descripción del empleo

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

Pay Range

The posted pay range represents theanticipatedlow and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity. For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.

$105,000 — $180,000 USD

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:

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