Enterprise Solutions Architect Navan · $173k – $216k Principal 8h ago

Remote Genie; Northern (KY); Hybrid; USD 173,000 - 216,000; Full time

Job summary

Navan is seeking a Principal Software Development professional in the United States to join our US Enterprise sales team in a high-impact role. You will influence prospects, build relationships, and support Account Executives in closing complex, net new deals.

You will demo the Navan platform, conduct strategy sessions with travel and program managers, and produce business value assessments as part of the discovery and scoping of opportunities.

Qualifications

• 4–5+ years selling travel industry tech in a full-cycle role or as a consultant.
• 1–2+ years selling to enterprise travel managers (+3,000 employees).
• Strong written and verbal communication with quantitative skills.
• Familiarity with MEDDPICC, Challenger, or similar methodologies.
• Proven ability to perform in a fast-paced startup environment.

Responsibilities

• Partner with AE and Sales Leader to win new business in assigned territory.
• Qualify opportunities using Lean, Pivot, Walk; move deals toward close.
• Help AEs learn Navan, demo the platform, and provide competitive insights.
• Pitch Navan value to travel managers and frame solutions to pain points.
• Interface with diverse personas in target organizations with travel expertise.
• Articulate Navan products to scope fit for large, complex orgs.
• Contribute to sales growth and exceed monthly/quarterly quotas.
• Run proof-of-concept activities: user access testing, workshops, value assessments.

Skills

Travel industry know-how

Enterprise sales

Strong communication

MEDDPICC familiarity

Challenger sell experience

Adaptability

Growth mindset

Job description

United States Principal Software Development 3d ago $173k – $216k

About this role

Navan is looking for a travel specialist to partner with our US Enterprise sales team. We are looking for someone who is capable of influencing prospects, building strong relationships and supporting Account Executives in the close of complex, net new deals.

As a member of this team, you will need to be an expert on the corporate travel industry and Navan platform. You will be responsible for demoing the platform and application, pitching our value proposition to customer travel and program managers, conducting strategy sessions with account executives and sales leaders, producing business value assessments for prospects, along with other required travel evaluation related steps during the discovery and scope of new business opportunities. Additionally, the role will provide a platform for candidates to enable new Account Executives, and to provide feedback to our product and operations teams, as we continue to scale rapidly. Strong desire to succeed, effective communication, and internal/external collaboration are key skills in achieving success in this role, along with adaptability.

What You’ll Do:

• Partner with the AE and Sales Leader to develop strategies for new business opportunities within your assigned territory
• Qualify opportunities with our Lean, Pivot, Walk methodology, and help account executives move opportunities through their pipeline to close
• Support AE’s in learning Navan solution, demoing the platform, and providing them with competitive insights
• Pitch Navan value proposition and solution to travel managers, framing our solution for their pain points and the value drivers they care most about
• Interface with multiple personas within target organizations, especially those with deep travel industry experience
• Articulate Navan’ products and services, helping to scope fit for large, complex organizations
• Help grow sales for the team you are supporting, exceeding the monthly and quarterly sales quotas
• Run proof of concepts to expedite evaluation process;
  • User Access Testing
  • Workshops (finance, IT, Sustainability, etc.)
  • Business Value Assessment

What We’re Looking For:

• 4-5+ years of experience selling for a TMC, OBT or other travel industry technology, in a full-cycle closing role; or comparable experience as a consultant or managing a global travel program
• 1-2+ years of selling to travel managers in enterprise sized businesses (+3,000 employees), or working as a travel manager at an Enterprise-sized company
• Strong written and verbal communication, as well as quantitative analysis skills
• Familiarity with sales methodologies such as MEDDPICC, Challenger, Command of the Message, preferred, but not required
• Consistent track record of producing successful outcomes in a fast-paced environment
• High adaptability and understanding of change within the evolution of a startup
• Growth mindset: an ability and desire to learn and pivot use of skill sets based on business needs

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

$172,800—$216,000 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.

• Your rights: If you prefer to have your application reviewed without AI assistance, you may request a human evaluation by entering your email here. Your decision to do so will not affect how your candidacy is evaluated.

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