Mid Market Account Executive, M&E

01A; Los Angeles (CA); Presencial; USD 100.000 - 170.000; Jornada completa

Descripción de la vacante

Navan is seeking a motivated Account Executive to generate pipeline, close new business, and drive revenue through a value-based sales approach. You’ll own the full sales cycle for M&E opportunities, collaborating with multiple teams to convert meetings and events into signed orders.

You will engage with decision-makers, build a robust pipeline, and deliver measurable results while navigating complex event requirements and timelines.

Formación

• 2+ years of experience in a full-cycle, closing sales role.
• Experience with outbound prospecting, product demonstrations, and meeting or exceeding sales goals.
• Experience selling meetings, events, event technology, venue/hotel sourcing, travel, hospitality, or related services is strongly preferred.
• Ability to manage event-driven opportunities with multiple stakeholders, variable scope, and fixed dates.

Responsabilidades

• Own the full sales cycle from outbound prospecting to discovery, product demos, proposal, negotiation, and close.
• Build and manage a qualified pipeline of accounts with multiple event opportunities.
• Lead discovery around event portfolio details including dates, locations, attendance, budget, and decision process.
• Qualify the right solution and align scope to event complexity and customer needs.
• Coordinate with Core Net New and account teams for appropriate handoffs and coverage.
• Develop a value-based business case and communicate Navan’s value proposition to decision-makers, including senior leaders.
• Engage stakeholders across planning, travel, finance, procurement, and executives to drive outcomes.
• Scope managed-services opportunities with the M&E planning team and contracts processes.
• Maintain accurate Salesforce pipeline and revenue forecasts, achieving revenue goals.
• Collaborate with Marketing, Sales Development, Growth, and Account Management to create opportunities.
• Ensure a smooth post-sale handoff to the M&E Account Manager and event planners.

Conocimientos

Full-cycle sales

Outbound prospecting

Product demos

Sales goals achievement

Event industry knowledge

Discovery & qualification

Communication & relationships

Sales methodology familiarity

Educación

Bachelor’s degree or equivalent

Herramientas

Salesforce

MCP

AI tools

Descripción del empleo

Navan is seeking a motivated, experienced Account Executive to generate pipeline, close new business, and deliver revenue. The role uses a value-based sales approach and builds trusted relationships with decision-makers at established companies.

As an M&E Account Executive, you will turn meetings and event demand into successful Navan Events programs. You will own the sales process from prospecting and discovery through a signed order, selling Advanced Events (think: DIY AI-powered event platform) and, where appropriate, managed planning services (think: a professional event agency). You will work across eligible Navan customers and net-new opportunities, partnering with Core Net New, account teams, and M&E specialists so customers bring their event program onto Navan.

What You’ll Do:

• Own the full sales cycle, from outbound prospecting and cold outreach through discovery, product demonstrations, proposal, negotiation, and close.
• Build and manage a qualified pipeline of accounts with multiple event opportunities. Use account signals, including event intent and travel patterns where available, referrals from Navan account teams, inbound interest, and targeted outbound research.
• Lead discovery around the event portfolio: purpose, dates, locations, expected attendance, budget, stakeholders, decision process, sourcing needs, attendee travel, and the customer’s internal planning capacity.
• Qualify the right solution for each opportunity, from room blocks and Advanced Events capabilities to managed planning and execution. Match scope to event complexity and customer needs; do not position Advanced Events as a standalone sale without a clear use case and adoption plan.
• For net-new customers, partner with the Core Net New team so event capabilities are connected to the broader Navan relationship. For existing customers, coordinate with the account owner before outreach and follow established account-coverage rules.
• Build a value-based business case, multi-thread across relevant stakeholders, and clearly communicate Navan’s value proposition to decision-makers, including senior executives.
• Engage the people who plan, approve, fund, and attend events. Depending on the customer, this may include event and marketing leaders, executive assistants, travel managers, finance, procurement, and executive sponsors.
• Scope managed-services opportunities with the M&E planning team. Align on deliverables, attendee and supplier requirements, timing, pricing, payment milestones, and operational capacity using approved packages and contracting processes.
• Maintain accurate pipeline and revenue forecasts in Salesforce, meet agreed revenue goals, and use prospecting and sales tools effectively.
• Track event-level pipeline and the measures adopted for the role, such as qualified event volume, expected GBV or platform-fee revenue, signed business, launch readiness, and validated event outcomes. Quota and crediting should follow the approved M&E compensation plan.
• Partner with Marketing, Sales Development, Growth, and Account Management to create opportunities and support successful customer outcomes.
• Coordinate a clear post-sale handoff to the M&E Account Manager and event planner. Stay engaged through launch and the initial event transaction, then partner on future event opportunities without duplicating delivery ownership.

What We’re Looking For:

• 2+ years of experience in a full-cycle, closing sales role, ideally in SaaS or a similar environment.
• Demonstrated outbound prospecting skills, product-demo experience, and a record of meeting or exceeding sales goals.
• Experience selling meetings, events, event technology, venue or hotel sourcing, travel, hospitality, or related services is strongly preferred. We value candidates who understand how event decisions, budgets, and delivery constraints come together.
• Ability to manage event-driven opportunities with multiple stakeholders, variable scope, firm dates, and operational dependencies. You can uncover both the business outcome and the practical requirements needed to deliver it.
• Strong discovery and qualification skills. You can identify a real event need, budget, timeline, champion, economic buyer, and decision process, and bring in the right specialists early.
• Strong communication and relationship-building skills; a self-starter who is agile, coachable, collaborative, and motivated to keep learning.
• Bachelor’s degree or equivalent work experience. Training in a sales methodology such as MEDDPICC, SPIN, Challenger, or Command of the Message is a plus.
• Familiarity with Salesforce, its MCP, and how to use advanced AI builds to make you a force multiplier

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:

• 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.

Please refer to our Candidate Privacy Notice for more information about our processing of personal data, and your rights.

Navan offers a comprehensive benefits program designed to support your well-being, financial security, and life outside of work. Our benefits, thoughtfully tailored by country to meet local needs, include healthcare coverage, insurance offerings, and wellness resources for you and your family.

We support long-term financial growth through retirement savings programs and opportunities to participate in our equity plans, so you can share in Navan’s success. To promote balance, we offer flexible time off, country-specific holidays, and paid parental leave for all new parents. Additional benefits include connectivity and commuting support*, mental health resources, and exclusive travel-related perks. Wherever you’re based, our benefits evolve with you.

About Navan

Navan (Nasdaq: NAVN) is the global AI-powered business travel and expense platform that makes travel easy for frequent travelers. From finding flights and hotels, to automating expense reconciliation, with 24/7 support along the way, Navan delivers an intuitive experience travelers love and finance teams rely on. See how Navan customers benefit and learn more at navan.com.

Culture of Excellence

Our team is our competitive edge — a high-performance group of smart, driven people committed to winning together. This dedication to excellence is why we’ve been recognized as a Best Place to Work by Built In (2023–2026), a G2 Best Global Software Company (2025–2026), Forbes Cloud 100 (2022–2025), and CNBC Disruptor 50 (2022–2025). At Navan, we provide an environment where top talent excels, offering the autonomy and fast-paced trajectory needed to build a defining career and do the best work of your life.

Our Benefits

Navan offers a comprehensive benefits program designed to support your well-being, financial security, and life outside of work. Our benefits, thoughtfully tailored by country to meet local needs, include healthcare coverage, insurance offerings, and wellness resources for you and your family.

Workplace Policy

Navan believes in the value of in-person connections, whether that’s sitting down to have lunch with one another, taking a walking 1:1, or collaborating in a room together. The connections forged through face-to-face interactions improve company culture and drive business results. Navan invests in global office spaces — in the U.S., Europe, and Asia, among others — that feel welcoming. In-office perks such as company-provided lunches and happy hours create a strong team environment to help you do your best work. Our employees work from the office four days a week. Please expect this policy for all roles that are tied to an office.

Equal Opportunity

Navan is an equal opportunity employer. We make all employment decisions based solely on merit. We provide equal employment opportunity to all applicants and employees without discrimination on the bases of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We prohibit any such discrimination or harassment. This policy applies to all terms and conditions of employment, including hiring.

Accommodations

Navan complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local law. Navan will reasonably accommodate qualified individuals with a disability in connection with applications for employment as required by law.

If you need any assistance or accommodations due to a disability, you are welcome to email us at [e-mail].

Candidate Privacy Notice and Use of AI

As part of the recruitment process, certain personal data may be processed using automated tools, including tools that use AI. For details on how Navan collects and uses your personal data, please review Navan's Candidate Privacy Notice here.

Job Search Best Practices

We have been made aware of recruitment scams involving fraudulent attempts to lure job seekers into sending money or personal information in return for fake job offers or coerce them into purchasing equipment by electronic funds transfer (Zelle, Venmo, etc.) Legitimate Navan recruiters will never ask for money in any recruitment or onboarding activities. All available job openings at Navan will be posted on Navan’s website and all Navan recruiters will be reachable through an email address ending in "@navan.com" or "@navan.tech" or "@talent.navan.com".

*Applies to select locations.