Enterprise Account Executive

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

Job summary

Navan is seeking an Enterprise Account Executive to drive net-new logos in high-growth, up-market segments. You will own the end-to-end sales cycle, build an Enterprise Account Plan (MEDDPICC), and articulate ROI-based value to CFOs and business stakeholders.

This role requires a proven SaaS track record, strong executive presence, and ability to operate in a fast-paced startup-like environment. You'll manage forecasting in Salesforce and rely on outbound prospecting tools to expand the

Qualifications

• 8+ years of sustained sales performance within a SaaS environment.
• 3+ years selling into Enterprise sized organizations.
• Strong executive presence—comfortable with CFOs and other C-level executives.
• Experience in outbound prospecting into new accounts and product demonstrations in a value-based environment.
• Ability to identify enterprise pains and develop ROI-based value propositions.
• Experience at a start-up or fast-paced, competitive environment.
• Bachelor's degree preferred.

Responsibilities

• Proactively identify, qualify, and close a pipeline of net-new logos to exceed quarterly targets.
• Develop an Enterprise Account Plan (MEDDPICC) and execute it to success.
• Sell business value to Finance and business stakeholders using ROI/BVA models.
• Manage all sales activity and monthly revenue forecasting in Salesforce.
• Maximize prospecting tools such as Sales Navigator, ZoomInfo, and Outreach.

Skills

SaaS sales

Executive presence

Outbound prospecting

ROI/value selling

Salesforce

Net-new logos

C-level engagement

MEDDPICC

Education

Bachelor's degree preferred

Tools

Sales Navigator

ZoomInfo

Outreach

Salesforce

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 is 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 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.

Pay Range$236,250-315,000 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:

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.