Mid-Market Account Executive

Navan; Los Angeles (CA); On-site; USD 169,000 - 225,000; Full time

Job summary

Navan is seeking an experienced Mid-Market Account Executive to join our growing sales team in the Los Angeles area. You will drive the full sales cycle from prospecting to close, owning your pipeline and revenue targets.

You will build strong post-sale relationships, partner with Account Management for a successful launch, and help expand usage of Navan’s platform across accounts. A track record of closing multiple enterprise deals and hitting targets is essential.

Qualifications

• 3–5+ years of experience in a full-cycle closing sales role in SaaS or similar.
• Proven track record of sourcing, engaging, and closing own pipeline.
• Experience selling to C-level executives and managing enterprise deals.

Responsibilities

• Manage the full sales-cycle from prospecting to close.
• Build and maintain relationships with clients post-sale and partner with Account Management.
• Drive sales by creating opportunities in pipeline and close 2–4 deals per quarter.
• Understand Navan’s value proposition and apply value-based selling.
• Oversee all sales activity in your account list and forecast revenue in Salesforce.
• Meet and exceed monthly revenue targets.
• Collaborate with Marketing, Sales Development, and Growth to drive revenue.
• Maximize prospecting tools such as Sales Navigator, ZoomInfo, and Outreach.

Skills

Full-cycle sales

SaaS sales

Outbound prospecting

Closing deals

Relationship building

Education

Bachelor's degree or equivalent

Job description

Navan sales organization is seeking a motivated and experienced Mid-Market Account Executive to join our growing team. This is an exciting opportunity to join the first and only all-in-one, people-first travel, corporate card, and expense management super app, that is used by thousands of companies across the globe. Our sales team takes pride in our world-class playbook, strategic sales cycle, and the ability to sell to C-level executives within up and coming companies.

Navan has a projected $180B+ TAM, in which you will have the opportunity to break into new customers with the market-leading, end-to-end travel & expense platform. 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. The ideal candidate thrives in a hyper growth environment and working collaboratively within a team who troubleshoots, shares learnings, and wins together.

What You'll Do

• Manage the full sales-cycle from prospecting to close
• Build and maintain strong relationships with clients post-sale and partner with Account Management to ensure a success launch, implementation, and ongoing usage of Navan’s platform
• Drive sales by managing and creating opportunities in pipeline leading to the closing of 2-4 deals per quarter
• Understand Navan’s value proposition and solutions using appropriate value-based sales approaches
• Oversee all sales activity within your account list and ensure accurate monthly forecasting of revenue in Salesforce
• Meet and exceed monthly revenue targets
• Work closely with Marketing, Sales Development, and Growth teams to help drive additional revenue from your accounts
• Maximize prospecting tools such as Sales Navigator, ZoomInfo, and Outreach

What We're Looking For

• 3-5+ years of experience in a full-cycle, closing sales role ideally within SaaS or similar environment
• Strong experience in outbound prospecting/cold-calling into new accounts and conducting product demonstrations in a value-based sales environment
• Strong drive with a proven track record of hitting or exceeding sales targets
• You are agile, coachable, and always looking to raise the bar looking for opportunities to learn, grow and give/receive feedback
• A natural collaborator, you enjoy working with others and helping out whenever possible
• Bachelor’s degree or equivalent work experience
• Previous Sales Methodology training (e.g. MEDDPIC, SPIN, Challenger Sales) a plus
• If based in Los Angeles, San Francisco, or New York City, OTE is 225K. There is also possibility, based on experience and other determining factors, to qualify for a senior level at 255K.

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: $168,750 USD - $225,000 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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