Enterprise Account Executive

Navan; Los Angeles (CA); On-site; USD 225,000 - 300,000; Full time

Job summary

Navan is seeking an experienced Enterprise Account Executive in Los Angeles to own a rapid-growth, up-market territory. You will source and close net-new logos, craft value-based ROI propositions, and manage a robust enterprise pipeline using MEDDPICC.

You’ll engage CFOs and senior finance leaders, leveraging Salesforce and top prospecting tools to forecast revenue and hit ambitious targets in a high-velocity SaaS environment.

Qualifications

• 8+ years of sustained SaaS sales experience.
• 3+ years selling to Enterprise-sized organizations.
• Executive presence – comfortable with C-level executives (CFOs preferred).
• Outbound prospecting into new accounts and product demonstrations in a value-based sales environment.
• Identify enterprise pains and develop ROI-based value propositions.
• Experience in a startup or fast-paced, competitive environment.
• Bachelor’s degree preferred.

Responsibilities

• Identify, qualify, and close net-new logos to exceed quarterly targets.
• Develop and execute an Enterprise Account Plan (MEDDPICC) to drive success.
• Sell business value to Finance and Business stakeholders using ROI and BVA models.
• Manage all sales activity and monthly revenue forecasting in Salesforce.
• Maximize prospecting tools like Sales Navigator, ZoomInfo, and Outreach.

Skills

SaaS sales

Enterprise sales

Executive presence

Outbound prospecting

ROI selling

Value-based selling

MEDDPICC

Sales tools

Education

Bachelor’s degree preferred

Tools

Salesforce

Sales Navigator

ZoomInfo

Outreach

Job description

Navan sales organization is seeking a motivated and experienced Enterprise Account Executive to join our growing team. This is an exciting opportunity to join as an early member of the Enterprise team enjoying rapid growth up-market, wide open territories and joining a team that’s blown out their numbers over the last year!

Our Enterprise sales team prides themselves on executing a world-class playbook, managing strategic sales cycles, and selling to C-level executives at the largest global companies. This segment has a $38B+ market potential and as an early member, you will have the opportunity to break into new lucrative markets.

The ideal candidate knows how to sell against deeply ingrained legacy systems to change the inertia in how businesses manage one of their largest discretionary expenses. You will be following a consumption-based selling model and operating within net-new territories, so you must have a proven track record of sourcing, engaging, and closing your own pipeline.

What You’ll Do

• Proactively identify, qualify, and close a sales pipeline of net new logos in order to exceed quarterly targets
• Develop an Enterprise Account Plan by leveraging sales methodologies, such as MEDDPICC, then drive the execution of that plan to success
• Focused on selling business value to Finance and Business stakeholders using ROI and BVA models, rather than competing on "features & functions"
• Manage all sales activity and monthly forecasting of revenue in Salesforce
• Maximize prospecting tools such as Sales Navigator, ZoomInfo, and Outreach

What We’re Looking For

• 8+ years of sustained sales performance within a SaaS environment
• 3+ years selling into Enterprise sized organizations
• Strong executive presence – very comfortable with C-level executives, especially CFOs
• Strong experience in outbound prospecting into new accounts and conducting product demonstrations in a value-based sales environment
• Ability to identify enterprise client pains and develop unique and compelling value propositions that focus on delivering ROI to the client
• Experience at a start-up or in a fast-paced and competitive environment
• Bachelor’s degree preferred

The posted pay range represents the anticipated low 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.

Pay Range: $225,000 USD - $300,000 USD