Enterprise Account Executive

Navan; San Francisco (CA); On-site; USD 236,000 - 315,000; Full time

Job summary

Navan is seeking an experienced Enterprise Account Executive in San Francisco to join an up-market growth team. You will drive net-new logos, manage strategic cycles, and present ROI-focused value to CFOs at large enterprises.

You will own the pipeline, use MEDDPICC to build an Account Plan, and forecast in Salesforce. This role requires 8+ years SaaS sales, 3+ years in enterprise, and a strong executive presence in fast-paced environments.

Qualifications

• 8+ years of sustained sales performance within a SaaS environment.
• 3+ years selling into Enterprise sized organizations.
• Strong executive presence with CFOs and other C-levels.
• Proven ability to source, engage, and close new pipeline.

Responsibilities

• Identify, qualify, and close a pipeline of net new logos to exceed targets.
• Develop and execute an Enterprise Account Plan (MEDDPICC).
• Sell business value using ROI and BVA models.
• Manage all sales activity and forecast revenue in Salesforce.
• Maximize use of prospecting tools.

Skills

Enterprise sales

C-level engagement

Outbound prospecting

Forecasting in Salesforce

Education

Bachelor's degree preferred

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: $236,250 USD - $315,000 USD

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